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Be careful what you look for : the effect of trait competitiveness and long hours on salesperson deviance and whether meaningfulness of work matters

Jelinek, Ronald; Ahearne, Michael - In: Journal of marketing theory and practice 18 (2010) 4, pp. 303-321

Persistent link: https://www.econbiz.de/10008666979

Toward a contingency framework of interpersonal influence in organizational identification diffusion

Kraus, Florian; Ahearne, Michael; Lam, Son K.; Wieseke, Jan - In: Organizational behavior and human decision processes : … 118 (2012) 2, pp. 162-178

Persistent link: https://www.econbiz.de/10009568854

When sales managers and salespeople disagree in the appreciation for their firm : the phenomenon of organizational identification tension

Kraus, Florian; Haumann, Till; Ahearne, Michael; … - In: Journal of retailing 91 (2015) 3, pp. 486-515

Persistent link: https://www.econbiz.de/10011377066

Be Careful What You Look for : The Effect of Trait Competitiveness and Long Hours on Salesperson Deviance and Whether Meaningfulness of Work Matters

Jelinek, Ronald - 2012

Ask sales managers and recruiters what they look for in a salesperson, and they will report that they seek competitive, hard-working professionals who match the culture of their company, and research would support the contention that such things generally help the sales organization. But could...

Persistent link: https://www.econbiz.de/10013100539

It's a matter of congruence : how interpersonal identification between sales managers and salespersons shapes sales success

Ahearne, Michael; Haumann, Till; Kraus, Florian; … - In: Journal of the Academy of Marketing Science 41 (2013) 6, pp. 625-648

Persistent link: https://www.econbiz.de/10010209594

Why are some salespeople better at adapting to organizational change?

Ahearne, Michael; Lam, Son K.; Mathieu, John E.; … - In: Journal of marketing 74 (2010) 3, pp. 65-79

Persistent link: https://www.econbiz.de/10008822093