Narrow search
Showing 91 - 100 of 198
Cover Image
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
Cover Image
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
Cover Image
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
Cover Image
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
Cover Image
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
Cover Image
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
Cover Image
Managing sales force product perceptions and control systems in the success of new product introductions
Ahearne, Michael; Rapp, Adam; Hughes, Douglas E.; … - In: Journal of marketing research : JMR 47 (2010) 4, pp. 764-776
Persistent link: https://www.econbiz.de/10009235354
Cover Image
The diffusion of market orientation throughout the organization : a social learning theory perspective
Lam, Son K.; Kraus, Florian; Ahearne, Michael - In: Journal of marketing 74 (2010) 5, pp. 61-79
Persistent link: https://www.econbiz.de/10009237712
Cover Image
Was Vertriebler wirklich motiviert
Steenburgh, Thomas J.; Ahearne, Michael - In: Harvard-Business-Manager : das Wissen der Besten 34 (2012) 9, pp. 34-41
Persistent link: https://www.econbiz.de/10009581524
Cover Image
Know your customer : how salesperson perceptions of customer relationship quality form and influence account profitability
Mullins, Ryan R.; Ahearne, Michael; Lam, Son K.; Hall, … - In: Journal of marketing 78 (2014) 6, pp. 38-58
Persistent link: https://www.econbiz.de/10010463459