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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. 128-147
Persistent link: https://www.econbiz.de/10008716269
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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 30 (2010) 2, pp. 111-121
Persistent link: https://www.econbiz.de/10008405491
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Why Are Some Salespeople Better at Adapting to Organizational Change?
Ahearne, Michael; Lam, Son K; Mathieu, John E; … - In: Journal of marketing 74 (2010) 3, pp. 65-80
Persistent link: https://www.econbiz.de/10008410562
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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. 81-97
Persistent link: https://www.econbiz.de/10008432045
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The Role of Leaders in Internal Marketing
Wieseke, Jan; Ahearne, Michael; Lam, Son K.; van Dick, Rolf - In: Journal of marketing 73 (2009) 2, pp. 123-145
Persistent link: https://www.econbiz.de/10008226635
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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