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Open negotiation : the back-end benefits of salespeople's transparency in the front end

Atefi, Yashar; Ahearne, Michael; Hohenberg, Sebastian; … - In: Journal of marketing research 57 (2020) 6, pp. 1076-1094

Persistent link: https://www.econbiz.de/10012391109

Advancing sales theory through a holistic view : how social structures frame selling : introduction

Hartmann, Nathaniel N.; Wieland, Heiko; Vargo, Stephen L.; … - In: Journal of personal selling & sales management 40 (2020) 4, pp. 221-226

Persistent link: https://www.econbiz.de/10012395123

Systemic and holistic perspectives on sales theory

Hartmann, Nathaniel N. (ed.); Wieland, Heiko (ed.); … - 2020

Persistent link: https://www.econbiz.de/10012395135

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

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

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

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