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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. 162-178
Persistent link: https://www.econbiz.de/10009568854
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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
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Challenges of CRM implementation in business-to-business markets : a contingency perspective
Ahearne, Michael; Rapp, Adam; Mariadoss, Babu John; … - In: The journal of personal selling & sales management : JPSSM 32 (2012) 1, pp. 117-129
Persistent link: https://www.econbiz.de/10009505513
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A multinational examination of the symbolic-instrumental framework of consumer-brand identification
Lam, Son K.; Ahearne, Michael; Schillewaert, Niels - In: Journal of international business studies : JIBS ; an … 43 (2012) 3, pp. 306-331
Persistent link: https://www.econbiz.de/10009531449
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When sales managers and salespeople disagree in the appreciation for their firm : the phenomenon of organizational identification tension
Kraus, Florian; Haumann, Till; Ahearne, Michael; … - In: Journal of retailing 91 (2015) 3, pp. 486-515
Persistent link: https://www.econbiz.de/10011377066
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Performance impact of middle managers' adaptive strategy implementation : the role of social capital
Ahearne, Michael; Lam, Son K.; Kraus, Florian - In: Strategic management journal 35 (2014) 1, pp. 68-87
Persistent link: https://www.econbiz.de/10010233174
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Intrafunctional competitive intelligence and sales performance : a social network perspective
Ahearne, Michael; Lam, Son K.; Hayati, Babak; Kraus, Florian - In: Journal of marketing 77 (2013) 5, pp. 37-56
Persistent link: https://www.econbiz.de/10009793102
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Learned helplessness among newly hired salespeople and the influence of leadership
Boichuk, Jeffrey P.; Bolander, Willy; Hall, Zachary R.; … - In: Journal of marketing 78 (2014) 1, pp. 95-111
Persistent link: https://www.econbiz.de/10010250065
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The importance of starting right : the influence of accurate intuition on performance in salesperson-customer interactions
Hall, Zachary R.; Ahearne, Michael; Sujan, Harish - In: Journal of marketing 79 (2015) 3, pp. 91-109
Persistent link: https://www.econbiz.de/10011485865
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Motivating salespeople : what really works
Steenburgh, Thomas; Ahearne, Michael - In: Harvard business review : HBR 90 (2012) 7/8, pp. 70-75
Persistent link: https://www.econbiz.de/10009568163