Narrow search
Showing 141 - 150 of 201
Cover Image
Joint marketing and sales appointment : uncertainty from intertwining of marketing and sales in one position
Vaid, Shashank; Ahearne, Michael; Krause, Ryan - In: Industrial marketing management : the international … 85 (2020), pp. 221-239
Persistent link: https://www.econbiz.de/10012212148
Cover Image
The future of buyer-seller interactions : a conceptual framework and research agenda
Ahearne, Michael; Atefi, Yashar; Lam, Son K.; … - In: Journal of the Academy of Marketing Science 50 (2022) 1, pp. 22-45
Persistent link: https://www.econbiz.de/10012819737
Cover Image
The intersection of service and sales : the increased importance of ambidexterity
Rapp, Adam; Baker, Thomas L.; Hartmann, Nathaniel N.; … - In: Journal of service research 23 (2020) 1, pp. 8-12
Persistent link: https://www.econbiz.de/10012183566
Cover Image
Real Earnings Management in Sales
Ahearne, Michael - 2019
We surveyed 1,638 sales executives across 40 countries regarding their companies' likelihood of asking sales to perform real earnings management (REM) actions when earnings pressure exists. Using this information, which we refer to as companies' REM propensities, we study how company...
Persistent link: https://www.econbiz.de/10012903119
Cover Image
Selling today : creating customer value
Manning, Gerald L.; Reece, Barry L.; Ahearne, Michael - 2010 - 11. ed., Pearson internat. ed.
Persistent link: https://www.econbiz.de/10004928541
Cover Image
Including special section impact of outsourcing on business-to-business marketing
Ahearne, Michael (contributor) - In: Industrial marketing management : the international … 38,4 (2009)
Persistent link: https://www.econbiz.de/10008636683
Cover Image
Selling today
Manning, Gerald L.; Ahearne, Michael; Reece, Barry L. - 2012 - 12th ed., International version.
Persistent link: https://www.econbiz.de/10009006267
Cover Image
The ABC's of ACB: Unveiling a clear and present danger in the sales force
Jelinek, Ronald; Ahearne, Michael - In: Industrial marketing management : the international … 35 (2006) 4, pp. 457-467
Persistent link: https://www.econbiz.de/10007259852
Cover Image
The impact of knowledge and empowerment on working smart and working hard: The moderating role of experience
Rapp, Adam; Ahearne, Michael; Mathieu, John; … - In: International journal of research in marketing : IJRM ; … 23 (2006) 3, pp. 279-294
Persistent link: https://www.econbiz.de/10007278351
Cover Image
Moving beyond the direct effect of SFA adoption on salesperson performance: training and support as key moderating factors
Ahearne, Michael; Jelinek, Ronald; Rapp, Adam - In: Industrial marketing management : the international … 34 (2005) 4, pp. 379-388
Persistent link: https://www.econbiz.de/10006237790