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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
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Exploring the dynamics of antecedents to consumer-brand identification with a new brand
Lam, Son K.; Ahearne, Michael; Mullins, Ryan; Hayati, Babak - In: Journal of the Academy of Marketing Science 41 (2013) 2, pp. 234-252
Persistent link: https://www.econbiz.de/10009736677
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Multiple identification Foci and their countervailing effects on salespeople's negative headquarters stereotypes
Wieseke, Jan; Kraus, Florian; Ahearne, Michael; … - In: Journal of marketing 76 (2012) 3, pp. 1-20
Persistent link: https://www.econbiz.de/10009778044
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Open negotiation : the back-end benefits of salespeople's transparency in the front end
Atefi, Yashar; Ahearne, Michael; Hohenberg, Sebastian; … - In: Journal of marketing research 57 (2020) 6, pp. 1076-1094
Persistent link: https://www.econbiz.de/10012391109
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Advancing sales theory through a holistic view : how social structures frame selling : introduction
Hartmann, Nathaniel N.; Wieland, Heiko; Vargo, Stephen L.; … - In: Journal of personal selling & sales management : JPSSM 40 (2020) 4, pp. 221-226
Persistent link: https://www.econbiz.de/10012395123
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Systemic and holistic perspectives on sales theory
Hartmann, Nathaniel N. (ed.); Wieland, Heiko (ed.);  … - 2020
Persistent link: https://www.econbiz.de/10012395135
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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
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Selling today : partnering to create value
Manning, Gerald L.; Ahearne, Michael; Reece, Barry L. - 2018 - Fourteenth edition
Persistent link: https://www.econbiz.de/10011569873
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How to sell new products : focus on learning, not performance
Steenburgh, Thomas J.; Ahearne, Michael - In: Harvard business review : HBR 96 (2018) 6, pp. 92-101
Persistent link: https://www.econbiz.de/10011942185
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The impact of mergers and acquisitions on the sales force
Bommaraju, Raghu; Ahearne, Michael; Hall, Zachary R.; … - In: Journal of marketing research : JMR 55 (2018) 2, pp. 254-264
Persistent link: https://www.econbiz.de/10011845009