Nikolaos (Nick) Panagopoulos, Ph.D.

Nick is an award-winning author, professor, and consultant working in the areas of selling, sales management, and marketing strategy. He has 20+ years of experience in consulting and executive education with a very large number of organizations in the US, Latin America, Asia, and EU, including many Fortune 500 companies.

Nick’s research has focused upon managerial/strategy issues that relate to sales force management – that is, elucidating the mechanisms of improving salesperson performance and – through that – firm performance. Specifically, his work has explored different perspectives such as the role of social media, sales technology, sales force control systems, leadership, cross-cultural differences, sales strategy, value creation and appropriation mechanisms, sales management practices, and salesperson's cognitions and attitudes in explaining salesperson performance. Nick’s research attention is currently focused on examining (a) the role of the sales force in the generation and appropriation of economic value through the provision of solutions; (b) the mechanisms of customer voice; (c) the formation and performance implications of sales capabilities for dealing with increasing market complexity; and (d) whether and how downsizing the sales force influences shareholder value.

He has contributed 40+ articles in scientific journals such as the Journal of Marketing, Journal of International Business Studies, Harvard Business Review, Journal of the Academy of Marketing Science, International Journal of Research in Marketing, Journal of Service Research, Journal of Organizational Behavior, Journal of Personal Selling & Sales Management, Industrial Marketing Management, Journal of Business Ethics, Journal of Business Research, International Journal of Human Resource Management, etc. as well as over 40 articles in the proceedings of international conferences.

Nick has participated in invitation-only conferences at Harvard, Wharton, Stanford, Darden, and Columbia and has been invited to present his work at many Universities while working with graduate and undergraduate students from all over the world.

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Nick is a Senior Editor of the Journal of Business Research, a member of the editorial boards of the Journal of Personal Selling & Sales Management and Industrial Marketing Management, whereas he serves as a reviewer in numerous academic journals. He has co-edited several special issues and has served as Conference, Track, and Session Chair, as well as Discussant in many academic conferences.  Nick is also Past-Chair of the Global Sales Science Institute, the past Vice-chair of Finance and Development as well as the past Vice-chair of Recognition and Awards for the AMA Sales SIG.

Nick is the author of the book “Sales technology: Making the most of your investment” (Business Expert Press, New York) while he has contributed one chapter in “Sales Management: A Multinational Perspective” (Palgrave Macmillan, UK).

Recently, Nick was named a ScholarGPS Highly Ranked Scholar, ranked as the #12 scholar in Sales and is in the top 0.05 percent of all scholars for his lifetime of contributions to Sales.