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The role of consensus in sales team performance

Ahearne, Michael; MacKenzie, Scott B.; Podsakoff, Philip M. - In: Journal of marketing research : JMR 47 (2010) 3, pp. 458-469

Persistent link: https://www.econbiz.de/10003983725

The Role of Consensus in Sales Team Performance

Ahearne, Michael; MacKenzie, Scott B.; Podsakoff, Philip M. - 2014

While team-based selling is highly prominent in practice, research on the drivers of its effectiveness is sparse. Drawing from the literature on climate consensus, we propose that in addition to leadership and team factors, team consensus plays a critical role in boosting sales team...

Persistent link: https://www.econbiz.de/10014196413

Selling today : creating customer value

Manning, Gerald L.; Reece, Barry L.; Ahearne, Michael - 2010 - 11th ed., internat. ed.

Persistent link: https://www.econbiz.de/10003777497

The role of leaders in internal marketing

Wieseke, Jan; Ahearne, Michael; Lam, Son K.; Dick, Rolf van - In: Journal of marketing 73 (2009) 2, pp. 123-145

Persistent link: https://www.econbiz.de/10003820612

Managing sales teams in a virtual environment

Rapp, Adam; Ahearne, Michael; Mathieu, John E.; Rapp, Tammy - In: International journal of research in marketing : IJRM ; … 27 (2010) 3, pp. 213-224

Persistent link: https://www.econbiz.de/10008664541

Energizing the reseller's sales force : the power of brand identification

Hughes, Douglas E.; Ahearne, Michael - In: Journal of marketing 74 (2010) 4, pp. 81-96

Persistent link: https://www.econbiz.de/10008826529

High touch through high tech: the impact of salesperson technology usage on sales performance via mediating mechanisms

Ahearne, Michael; Jones, Eli; Rapp, Adam; Mathieu, John - In: Management science : journal of the Institute for … 54 (2008) 4, pp. 671-685

Persistent link: https://www.econbiz.de/10003701548

The role of technology at the interface between salespeople and consumers

Ahearne, Michael; Rapp, Adam - In: The journal of personal selling & sales management : JPSSM 30 (2010) 2, pp. 111-120

Persistent link: https://www.econbiz.de/10003981257

Selling today : partnering to create value

Manning, Gerald L.; Ahearne, Michael; Reece, Barry L. - 2012 - 12th ed., international ed.

Persistent link: https://www.econbiz.de/10009008485

Sales force performance : a typology and future research priorities

Ahearne, Michael; Lam, Son K. - In: Handbook of business-to-business marketing, (pp. 496-520). 2012

Persistent link: https://www.econbiz.de/10009500124