Skip to contents Rapp, Adam [Author]; Ahearne, Michael [Author]; Mathieu, John [Author]; Rapp, Tammy [Author] Managing Sales Teams in a Virtual Environment Books View online Schließen > Access https://ssrn.com/abstract=1582465 Show more show less Close > Bookmarks You can manage bookmarks using lists, please log in to your user account for this. [S.l.]: SSRN, 2014 Rapp, Adam [Author]; Hughes, Douglas E. [Author]; Jindal, Rupinder Paul [Author]; Ahearne, Michael [Author] Managing Salesforce Product Perceptions and Control Systems in the Success of New Product Introductions Books View online Schließen > Access https://ssrn.com/abstract=1584658 Show more show less Close > Bookmarks You can manage bookmarks using lists, please log in to your user account for this. [S.l.]: SSRN, 2014 Podsakoff, Philip M. [Author]; MacKenzie, Scott B. [Author]; Ahearne, Michael [Author] Moderating Effects of Goal Acceptance on the Relationship between Group Cohesiveness and Productivity Books View online Schließen > Access https://ssrn.com/abstract=1584781 Show more show less Close > Bookmarks You can manage bookmarks using lists, please log in to your user account for this. [S.l.]: SSRN, 2014 Podsakoff, Philip M. [Author]; Ahearne, Michael [Author]; MacKenzie, Scott B. [Author] Organizational Citizenship Behavior and the Quantity and Quality of Work Group Performance Books View online Schließen > Access https://ssrn.com/abstract=1584824 Show more show less Close > Bookmarks You can manage bookmarks using lists, please log in to your user account for this. [S.l.]: SSRN, 2014 MacKenzie, Scott B. [Author]; Podsakoff, Philip M. [Author]; Ahearne, Michael [Author] Some Possible Antecedents and Consequences of In-Role and Extra-Role Salesperson Performance Books View online Schließen > Access https://ssrn.com/abstract=1584780 Show more show less Close > Bookmarks You can manage bookmarks using lists, please log in to your user account for this. [S.l.]: SSRN, 2014 Jelinek, Ronald [Author]; Ahearne, Michael [Author]; Mathieu, John [Author]; Schillewaert, Niels [Author] A Longitudal Examination of Individual, Organizational, and Contextual Factors on Sales Technology Adoption and Job Performance Books View online Schließen > Access https://ssrn.com/abstract=1582980 Show more show less Close > Bookmarks You can manage bookmarks using lists, please log in to your user account for this. [S.l.]: SSRN, 2013 Wieseke, Jan [Author]; Kraus, Florian [Author]; Ahearne, Michael [Author]; Mikolon, Sven [Author] Multiple Identification Foci and Their Countervailing Effects on Salespeople’s Negative Headquarters Stereotypes Books View online Schließen > Access https://ssrn.com/abstract=2147947 Show more show less Close > Bookmarks You can manage bookmarks using lists, please log in to your user account for this. [S.l.]: SSRN, 2012 Kraus, Florian [Author]; Ahearne, Michael [Author]; Lam, Son K. [Author]; Weiseke, Jan [Author] Toward a Contingency Framework of Interpersonal Information Sources in Organizational Identification Diffusion Books View online Schließen > Access https://ssrn.com/abstract=2031110 Show more show less Close > Bookmarks You can manage bookmarks using lists, please log in to your user account for this. [S.l.]: SSRN, 2012 Rapp, Adam [Author]; Ahearne, Michael [Author]; Mathieu, John [Author]; Schillewaert, Niels [Author] The Impact of Knowledge and Empowerment on Working Smart and Working Hard : The Moderating Role of Experience Books View online Schließen > Access https://ssrn.com/abstract=1584735 Show more show less Close > Bookmarks You can manage bookmarks using lists, please log in to your user account for this. [S.l.]: SSRN, 2010 Lam, Son K. [Author]; Ahearne, Michael [Author]; Hu, Ye [Author]; Schillewaert, Niels [Author] Resistance to Brand Switching When a Radically New Brand is Introduced : A Social Identity Theory Perspective Books View online Schließen > Access https://ssrn.com/abstract=1584687 Show more show less Close > Bookmarks You can manage bookmarks using lists, please log in to your user account for this. [S.l.]: SSRN, 2010 Weiseke, Jan [Author]; Ahearne, Michael [Author]; Lam, Son K. [Author]; von Dick, Rolf [Author] The Role of Leaders in Internal Marketing : A Multilevel Examination Through the Lens of Social Identity Theory Books View online Schließen > Access https://ssrn.com/abstract=1584725 Show more show less Close > Bookmarks You can manage bookmarks using lists, please log in to your user account for this. [S.l.]: SSRN, 2010 Boichuk, Jeffrey [Author]; Bommaraju, Raghu [Author]; Ahearne, Michael [Author]; Kraus, Florian [Author]; Steenburgh, Thomas J. [Author] Managing Laggards : The Importance of a Deep Sales Bench Books View online Schließen > Access https://ssrn.com/abstract=3390495 Show more show less Close > Bookmarks You can manage bookmarks using lists, please log in to your user account for this. [S.l.]: SSRN, 2019 Mullins, Ryan [Author]; Ahearne, Michael [Author]; Lam, Son K. [Author]; Hall, Zachary [Author]; Boichuk, Jeffrey [Author] Know Your Customer : How Salesperson Perceptions of Customer Relationship Quality Form and Influence Account Profitability Books View online Schließen > Access https://ssrn.com/abstract=2553393 Show more show less Close > Bookmarks You can manage bookmarks using lists, please log in to your user account for this. [S.l.]: SSRN, 2015 Degeratu, Alexandru M. [Author]; DeSarbo, Wayne S. [Author]; Saxton, M. Kim [Author]; Ahearne, Michael [Author] Disaggregate Market Share Response Models Books View online Schließen > Access https://ssrn.com/abstract=1584807 Full access (via DOI) Show more show less Close > Bookmarks You can manage bookmarks using lists, please log in to your user account for this. [S.l.]: SSRN, 2014 Boichuk, Jeffrey [Author]; Bolander, Willy [Author]; Hall, Zachary [Author]; Ahearne, Michael [Author]; Zahn, William [Author]; Nieves, Melissa [Author] Learned Helplessness Among Newly Hired Salespeople and the Influence of Leadership Books View online Schließen > Access https://ssrn.com/abstract=2325575 Show more show less Close > Bookmarks You can manage bookmarks using lists, please log in to your user account for this. [S.l.]: SSRN, 2014 Ahearne, Michael [Author]; MacKenzie, Scott B. [Author]; Podsakoff, Philip M. [Author]; Mathieu, John [Author]; Lam, Son K. [Author] The Role of Consensus in Sales Team Performance Books View online Schließen > Access https://ssrn.com/abstract=1584702 Show more show less Close > Bookmarks You can manage bookmarks using lists, please log in to your user account for this. [S.l.]: SSRN, 2014 Podsakoff, Philip M. [Author]; MacKenzie, Scott B. [Author]; Ahearne, Michael [Author]; Bommer, William H. [Author] Searching for a Needle in a Haystack : Trying to Identify the Illusive Moderators of Leadership Behaviors Books View online Schließen > Access https://ssrn.com/abstract=1584814 Show more show less Close > Bookmarks You can manage bookmarks using lists, please log in to your user account for this. [S.l.]: SSRN, 2014 Tanner, John G. [Author]; Ahearne, Michael [Author]; Leigh, Thomas [Author]; Mason, Charlotte [Author]; Moncrief, William [Author] CRM in Sales-Intensive Organizations : A Review and Future Directions Books View online Schließen > Access https://ssrn.com/abstract=1584771 Show more show less Close > Bookmarks You can manage bookmarks using lists, please log in to your user account for this. [S.l.]: SSRN, 2010 Ahearne, Michael Research centers, business schools, and the world of sales Articles View online Schließen > Access Close > Bookmarks You can manage bookmarks using lists, please log in to your user account for this. Springer Science and Business Media LLC, 2017 Published in: Journal of the Academy of Marketing Science Vaid, Shashank; Ahearne, Michael The instantaneous commitment effect: developing stakeholder orientation among managers Articles View online Schließen > Access Close > Bookmarks You can manage bookmarks using lists, please log in to your user account for this. Springer Science and Business Media LLC, 2021 Published in: AMS Review
Rapp, Adam [Author]; Ahearne, Michael [Author]; Mathieu, John [Author]; Rapp, Tammy [Author] Managing Sales Teams in a Virtual Environment Books View online Schließen > Access https://ssrn.com/abstract=1582465 Show more show less Close > Bookmarks You can manage bookmarks using lists, please log in to your user account for this. [S.l.]: SSRN, 2014
Rapp, Adam [Author]; Hughes, Douglas E. [Author]; Jindal, Rupinder Paul [Author]; Ahearne, Michael [Author] Managing Salesforce Product Perceptions and Control Systems in the Success of New Product Introductions Books View online Schließen > Access https://ssrn.com/abstract=1584658 Show more show less Close > Bookmarks You can manage bookmarks using lists, please log in to your user account for this. [S.l.]: SSRN, 2014
Podsakoff, Philip M. [Author]; MacKenzie, Scott B. [Author]; Ahearne, Michael [Author] Moderating Effects of Goal Acceptance on the Relationship between Group Cohesiveness and Productivity Books View online Schließen > Access https://ssrn.com/abstract=1584781 Show more show less Close > Bookmarks You can manage bookmarks using lists, please log in to your user account for this. [S.l.]: SSRN, 2014
Podsakoff, Philip M. [Author]; Ahearne, Michael [Author]; MacKenzie, Scott B. [Author] Organizational Citizenship Behavior and the Quantity and Quality of Work Group Performance Books View online Schließen > Access https://ssrn.com/abstract=1584824 Show more show less Close > Bookmarks You can manage bookmarks using lists, please log in to your user account for this. [S.l.]: SSRN, 2014
MacKenzie, Scott B. [Author]; Podsakoff, Philip M. [Author]; Ahearne, Michael [Author] Some Possible Antecedents and Consequences of In-Role and Extra-Role Salesperson Performance Books View online Schließen > Access https://ssrn.com/abstract=1584780 Show more show less Close > Bookmarks You can manage bookmarks using lists, please log in to your user account for this. [S.l.]: SSRN, 2014
Jelinek, Ronald [Author]; Ahearne, Michael [Author]; Mathieu, John [Author]; Schillewaert, Niels [Author] A Longitudal Examination of Individual, Organizational, and Contextual Factors on Sales Technology Adoption and Job Performance Books View online Schließen > Access https://ssrn.com/abstract=1582980 Show more show less Close > Bookmarks You can manage bookmarks using lists, please log in to your user account for this. [S.l.]: SSRN, 2013
Wieseke, Jan [Author]; Kraus, Florian [Author]; Ahearne, Michael [Author]; Mikolon, Sven [Author] Multiple Identification Foci and Their Countervailing Effects on Salespeople’s Negative Headquarters Stereotypes Books View online Schließen > Access https://ssrn.com/abstract=2147947 Show more show less Close > Bookmarks You can manage bookmarks using lists, please log in to your user account for this. [S.l.]: SSRN, 2012
Kraus, Florian [Author]; Ahearne, Michael [Author]; Lam, Son K. [Author]; Weiseke, Jan [Author] Toward a Contingency Framework of Interpersonal Information Sources in Organizational Identification Diffusion Books View online Schließen > Access https://ssrn.com/abstract=2031110 Show more show less Close > Bookmarks You can manage bookmarks using lists, please log in to your user account for this. [S.l.]: SSRN, 2012
Rapp, Adam [Author]; Ahearne, Michael [Author]; Mathieu, John [Author]; Schillewaert, Niels [Author] The Impact of Knowledge and Empowerment on Working Smart and Working Hard : The Moderating Role of Experience Books View online Schließen > Access https://ssrn.com/abstract=1584735 Show more show less Close > Bookmarks You can manage bookmarks using lists, please log in to your user account for this. [S.l.]: SSRN, 2010
Lam, Son K. [Author]; Ahearne, Michael [Author]; Hu, Ye [Author]; Schillewaert, Niels [Author] Resistance to Brand Switching When a Radically New Brand is Introduced : A Social Identity Theory Perspective Books View online Schließen > Access https://ssrn.com/abstract=1584687 Show more show less Close > Bookmarks You can manage bookmarks using lists, please log in to your user account for this. [S.l.]: SSRN, 2010
Weiseke, Jan [Author]; Ahearne, Michael [Author]; Lam, Son K. [Author]; von Dick, Rolf [Author] The Role of Leaders in Internal Marketing : A Multilevel Examination Through the Lens of Social Identity Theory Books View online Schließen > Access https://ssrn.com/abstract=1584725 Show more show less Close > Bookmarks You can manage bookmarks using lists, please log in to your user account for this. [S.l.]: SSRN, 2010
Boichuk, Jeffrey [Author]; Bommaraju, Raghu [Author]; Ahearne, Michael [Author]; Kraus, Florian [Author]; Steenburgh, Thomas J. [Author] Managing Laggards : The Importance of a Deep Sales Bench Books View online Schließen > Access https://ssrn.com/abstract=3390495 Show more show less Close > Bookmarks You can manage bookmarks using lists, please log in to your user account for this. [S.l.]: SSRN, 2019
Mullins, Ryan [Author]; Ahearne, Michael [Author]; Lam, Son K. [Author]; Hall, Zachary [Author]; Boichuk, Jeffrey [Author] Know Your Customer : How Salesperson Perceptions of Customer Relationship Quality Form and Influence Account Profitability Books View online Schließen > Access https://ssrn.com/abstract=2553393 Show more show less Close > Bookmarks You can manage bookmarks using lists, please log in to your user account for this. [S.l.]: SSRN, 2015
Degeratu, Alexandru M. [Author]; DeSarbo, Wayne S. [Author]; Saxton, M. Kim [Author]; Ahearne, Michael [Author] Disaggregate Market Share Response Models Books View online Schließen > Access https://ssrn.com/abstract=1584807 Full access (via DOI) Show more show less Close > Bookmarks You can manage bookmarks using lists, please log in to your user account for this. [S.l.]: SSRN, 2014
Boichuk, Jeffrey [Author]; Bolander, Willy [Author]; Hall, Zachary [Author]; Ahearne, Michael [Author]; Zahn, William [Author]; Nieves, Melissa [Author] Learned Helplessness Among Newly Hired Salespeople and the Influence of Leadership Books View online Schließen > Access https://ssrn.com/abstract=2325575 Show more show less Close > Bookmarks You can manage bookmarks using lists, please log in to your user account for this. [S.l.]: SSRN, 2014
Ahearne, Michael [Author]; MacKenzie, Scott B. [Author]; Podsakoff, Philip M. [Author]; Mathieu, John [Author]; Lam, Son K. [Author] The Role of Consensus in Sales Team Performance Books View online Schließen > Access https://ssrn.com/abstract=1584702 Show more show less Close > Bookmarks You can manage bookmarks using lists, please log in to your user account for this. [S.l.]: SSRN, 2014
Podsakoff, Philip M. [Author]; MacKenzie, Scott B. [Author]; Ahearne, Michael [Author]; Bommer, William H. [Author] Searching for a Needle in a Haystack : Trying to Identify the Illusive Moderators of Leadership Behaviors Books View online Schließen > Access https://ssrn.com/abstract=1584814 Show more show less Close > Bookmarks You can manage bookmarks using lists, please log in to your user account for this. [S.l.]: SSRN, 2014
Tanner, John G. [Author]; Ahearne, Michael [Author]; Leigh, Thomas [Author]; Mason, Charlotte [Author]; Moncrief, William [Author] CRM in Sales-Intensive Organizations : A Review and Future Directions Books View online Schließen > Access https://ssrn.com/abstract=1584771 Show more show less Close > Bookmarks You can manage bookmarks using lists, please log in to your user account for this. [S.l.]: SSRN, 2010
Ahearne, Michael Research centers, business schools, and the world of sales Articles View online Schließen > Access Close > Bookmarks You can manage bookmarks using lists, please log in to your user account for this. Springer Science and Business Media LLC, 2017 Published in: Journal of the Academy of Marketing Science
Vaid, Shashank; Ahearne, Michael The instantaneous commitment effect: developing stakeholder orientation among managers Articles View online Schließen > Access Close > Bookmarks You can manage bookmarks using lists, please log in to your user account for this. Springer Science and Business Media LLC, 2021 Published in: AMS Review
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