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Examining the effect of salesperson service behavior in a competitive context
Ahearne, Michael; Jelinek, Ronald; Jones, Eli - In: Journal of the Academy of Marketing Science 35 (2007) 4, pp. 603-616
Persistent link: https://www.econbiz.de/10007877458
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Why sales reps should welcome information technology: Measuring the impact of CRM-based IT on sales effectiveness
Ahearne, Michael; Hughes, Douglas E.; Schillewaert, Niels - In: International journal of research in marketing : IJRM ; … 24 (2007) 4, pp. 336-349
Persistent link: https://www.econbiz.de/10007879222
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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. 1-21
Persistent link: https://www.econbiz.de/10009972103
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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. 162-179
Persistent link: https://www.econbiz.de/10009974452
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Motivating Salespeople: What Really Works
Steenburgh, Thomas; Ahearne, Michael - In: Harvard business review : HBR (2012), pp. 70-76
Persistent link: https://www.econbiz.de/10009990383
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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/10010075600
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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/10009884960
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Motivating Salespeople: What Really Works
Steenburgh, Thomas; Ahearne, Michael - In: Harvard business review : HBR (2012), pp. 70-76
Persistent link: https://www.econbiz.de/10010011832
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WAS VERTRIEBLER WIRKLICH MOTIVIERT - AUSSENDIENST: Hoch motivierte Topverkäufer brauchen andere Anreize als ihre weniger erfolgreichen Kollegen. Nur wer diese Unterschiede beachtet...
Steenburgh, Thomas; Ahearne, Michael - In: Harvard-Business-Manager : das Wissen der Besten 34 (2012) 9, pp. 34-42
Persistent link: https://www.econbiz.de/10010018768
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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