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Impact of outsourcing on business-to-business marketing : an agenda for inquiry
Ahearne, Michael; Kothandaraman, Prabakar - In: Industrial marketing management : the international … 38 (2009) 4, pp. 376-378
Persistent link: https://www.econbiz.de/10003865272
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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
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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
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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
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Resistance to brand switching when a radically new brand is introduced : a social identity theory perspective
Lam, Son K.; Ahearne, Michael; Hu, Ye; Schillewaert, Niels - In: Journal of marketing 74 (2010) 6, pp. 128-146
Persistent link: https://www.econbiz.de/10008702698
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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
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Why sales reps should welcome information technology : measuring the impact of CRM-based IT on sales effictiveness
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/10003593796
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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
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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
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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