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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
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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
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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/10007990649
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Challenges of CRM Implementation in Business-to-Business Markets: A Contingency Perspective
Ahearne, Michael; Rapp, Adam; Mariadoss, Babu; Ganesan, … - In: The journal of personal selling & sales management 32 (2012) 1, pp. 117-131
Persistent link: https://www.econbiz.de/10009823948
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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 ; a … 43 (2012) 3, pp. 306-332
Persistent link: https://www.econbiz.de/10009846657
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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. 376-379
Persistent link: https://www.econbiz.de/10008894881