Ahearne, Michael

30 catalog papers. Name-matched publications do not establish a verified researcher identity.

C. T. Bauer College of Business, University of Houston, 334 Melcher Hall, Houston, TX, USA

Publications

• Onboarding Salespeople: Socialization Approaches — Journal of Marketing 2022
• The future of buyer–seller interactions: a conceptual framework and research agenda — Journal of the Academy of Marketing Science 2022
• Operations-Related Structural Flux: Firm Performance Effects of Executives’ Appointments and Exits — Production and Operations Management 2021
• Open Negotiation: The Back-End Benefits of Salespeople’s Transparency in the Front End — Journal of Marketing Research 2020
• Does a Customer on the Board of Directors Affect Business-to-Business Firm Performance? — Journal of Marketing 2019
• Managing Laggards: The Importance of a Deep Sales Bench — Journal of Marketing Research 2019
• Does Selective Sales Force Training Work? — Journal of Marketing Research 2018
• Sales force leadership during strategy implementation: a social network perspective — Journal of the Academy of Marketing Science 2018
• The Impact of Mergers and Acquisitions on the Sales Force — Journal of Marketing Research 2018
• Research centers, business schools, and the world of sales — Journal of the Academy of Marketing Science 2017
• The Importance of Starting Right: The Influence of Accurate Intuition on Performance in Salesperson–Customer Interactions — Journal of Marketing 2015
• Learned Helplessness among Newly Hired Salespeople and the Influence of Leadership — Journal of Marketing 2014
• Performance impact of middle managers' adaptive strategy implementation: The role of social capital — Strategic Management Journal 2014
• Know Your Customer: How Salesperson Perceptions of Customer Relationship Quality Form and Influence Account Profitability — Journal of Marketing 2014
• Intrafunctional Competitive Intelligence and Sales Performance: A Social Network Perspective — Journal of Marketing 2013
• It’s a matter of congruence: How interpersonal identification between sales managers and salespersons shapes sales success — Journal of the Academy of Marketing Science 2013
• Exploring the dynamics of antecedents to consumer–brand identification with a new brand — Journal of the Academy of Marketing Science 2013
• Toward a contingency framework of interpersonal influence in organizational identification diffusion — Organizational Behavior and Human Decision Processes 2012
• Multiple Identification Foci and Their Countervailing Effects on Salespeople's Negative Headquarters Stereotypes — Journal of Marketing 2012
• A multinational examination of the symbolic–instrumental framework of consumer–brand identification — Journal of International Business Studies 2012
• Managing Sales Force Product Perceptions and Control Systemsinthe Success of New Product Introductions — Journal of Marketing Research 2010
• Why Are Some Salespeople Better at Adapting to Organizational Change? — Journal of Marketing 2010
• Energizing the Reseller's Sales Force: The Power of Brand Identification — Journal of Marketing 2010
• The Diffusion of Market Orientation Throughout the Organization: A Social Learning Theory Perspective — Journal of Marketing 2010
• Resistance to Brand Switching when a Radically New Brand is Introduced: A Social Identity Theory Perspective — Journal of Marketing 2010
• The Role of Consensus in Sales Team Performance — Journal of Marketing Research 2010
• The Role of Leaders in Internal Marketing — Journal of Marketing 2009
• High Touch Through High Tech: The Impact of Salesperson Technology Usage on Sales Performance via Mediating Mechanisms — Management Science 2008
• Examining the effect of salesperson service behavior in a competitive context — Journal of the Academy of Marketing Science 2007
• Some Possible Antecedents and Consequences of In-Role and Extra-Role Salesperson Performance — Journal of Marketing 1998