Skip to contents Jelinek, Ronald [Author] ; Ahearne, Michael [Other] Be Careful What You Look for : The Effect of Trait Competitiveness and Long Hours on Salesperson Deviance and Whether Meaningfulness of Work Matters Books View online Schließen > Access Full access (via DOI) https://ssrn.com/abstract=2148944 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] Lam, Son K. [Author] ; Ahearne, Michael [Other]; Schillewaert, Niels [Other] A Multinational Examination of the Symbolic–Instrumental Framework of Consumer–Brand Identification Books View online Schließen > Access Full access (via DOI) https://ssrn.com/abstract=1955545 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] Ahearne, Michael [Author] ; Hall, Zachary [Other]; Krishnamurthy, Partha [Other]; Pourmasoudi, Mohsen [Other] Selling in the Digital Age Books View online Schließen > Access https://ssrn.com/abstract=3554888 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, [2020] Published in: Marketing Science Institute Working Paper Series Report ; No. 19-123 Ahearne, Michael [Author] ; Boichuk, Jeffrey [Other]; Chapman, Craig J. [Other]; Steenburgh, Thomas J. [Other] Real Earnings Management in Sales Books View online Schließen > Access Full access (via DOI) https://ssrn.com/abstract=2810356 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] Ahearne, Michael [Author] ; Boichuk, Jeffrey [Other]; Chapman, Craig J. [Other]; Steenburgh, Thomas J. [Other] Earnings Management Practices in Sales and Strategic Accounts Survey Report Books View online Schließen > Access https://ssrn.com/abstract=2324325 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, [2013] Published in: Darden Business School Working Paper ; No. 2324325 Ahearne, Michael [Author] ; Rapp, Adam [Other]; John Mariadoss, Babu [Other]; Ganesan, Shankar [Other] Challenges of CRM Implementation in Business-to-Business Markets : A Contingency Perspective Books View online Schließen > Access https://ssrn.com/abstract=2148939 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] Ahearne, Michael [Author] ; Jones, Eli [Other]; Jelinek, Ronald [Other] Examining the Effect of Salesperson Service Behavior in a Competitive Context Books View online Schließen > Access https://ssrn.com/abstract=1584732 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 [Author] ; Kothandaraman, Prabakar [Other] Impact of Outsourcing on Business-to-Business Marketing : An Agenda for Inquiry Books View online Schließen > Access https://ssrn.com/abstract=1584723 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 [Author]; Rapp, Adam [Author] The Role of Technology at the Interface Between Salespeople and Consumers Books View online Schließen > Access https://ssrn.com/abstract=1583007 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] The ABC's of ACB : Unveiling a Clear and Present Danger in the Sales Force Books View online Schließen > Access https://ssrn.com/abstract=1584738 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 Jelinek, Ronald [Author]; Ahearne, Michael [Author] The Enemy within : Examining Salesperson Deviance and its Determinants Books View online Schließen > Access https://ssrn.com/abstract=1584734 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 [Author]; Lam, Son K. [Author] Sales Force Performance : A Typology and Future Research Priorities Books View online Schließen > Access https://ssrn.com/abstract=1801404 Show more show less Close > Bookmarks You can manage bookmarks using lists, please log in to your user account for this. [S.l.]: SSRN, 2011 Hughes, Douglas E. [Author]; Ahearne, Michael [Author] Energizing the Reseller's Sales Force : The Power of Brand Identification Books View online Schließen > Access https://ssrn.com/abstract=1584649 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 [Author]; Srinivasan, Narasimhan [Author]; Weinstein, Luke [Author] Effect of Technology on Sales Performance : Progressing from Technology Acceptance to Technology Usage and Consequence Books View online Schließen > Access https://ssrn.com/abstract=1584765 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 Mathieu, John [Author]; Ahearne, Michael [Author]; Taylor, Scott R. [Author] A Longitudinal Cross-Level Model of Leader and Salesperson Influences on Sales Force Technology Use and Performance Books View online Schließen > Access https://ssrn.com/abstract=1583005 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]; Hughes, Douglas E. [Author]; Schillewaert, Niels [Author] Why Sales Reps Should Welcome Information Technology : Measuring the Impact of CRM-Based IT on Sales Effectiveness Books View online Schließen > Access https://ssrn.com/abstract=1600693 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]; Bhattacharya, CB [Author]; Gruen, Thomas [Author] Antecedents and Consequences of Customer – Company Identification : Expanding the Role of Relationship Marketing Books View online Schließen > Access https://ssrn.com/abstract=1583010 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 Lim, Noah [Author]; Ahearne, Michael [Author]; Ham, Sung [Author] Designing Sales Contests : Does the Prize Structure Matter? Books View online Schließen > Access https://ssrn.com/abstract=1584742 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]; Kraus, Florian [Author]; Ahearne, Michael [Author] The Diffusion of Market Orientation Throughout the Organization : A Social Learning Theory Perspective Books View online Schließen > Access https://ssrn.com/abstract=1584646 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, 2010 Ahearne, Michael [Author]; Mathieu, John [Author]; Rapp, Adam [Author] To Empower or Not to Empower Your Sales Force? An Empirical Examination of the Influence of Leadership Empowerment Behavior on Customer Satisfaction and Performance Books View online Schließen > Access https://ssrn.com/abstract=1584769 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
Jelinek, Ronald [Author] ; Ahearne, Michael [Other] Be Careful What You Look for : The Effect of Trait Competitiveness and Long Hours on Salesperson Deviance and Whether Meaningfulness of Work Matters Books View online Schließen > Access Full access (via DOI) https://ssrn.com/abstract=2148944 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]
Lam, Son K. [Author] ; Ahearne, Michael [Other]; Schillewaert, Niels [Other] A Multinational Examination of the Symbolic–Instrumental Framework of Consumer–Brand Identification Books View online Schließen > Access Full access (via DOI) https://ssrn.com/abstract=1955545 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]
Ahearne, Michael [Author] ; Hall, Zachary [Other]; Krishnamurthy, Partha [Other]; Pourmasoudi, Mohsen [Other] Selling in the Digital Age Books View online Schließen > Access https://ssrn.com/abstract=3554888 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, [2020] Published in: Marketing Science Institute Working Paper Series Report ; No. 19-123
Ahearne, Michael [Author] ; Boichuk, Jeffrey [Other]; Chapman, Craig J. [Other]; Steenburgh, Thomas J. [Other] Real Earnings Management in Sales Books View online Schließen > Access Full access (via DOI) https://ssrn.com/abstract=2810356 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]
Ahearne, Michael [Author] ; Boichuk, Jeffrey [Other]; Chapman, Craig J. [Other]; Steenburgh, Thomas J. [Other] Earnings Management Practices in Sales and Strategic Accounts Survey Report Books View online Schließen > Access https://ssrn.com/abstract=2324325 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, [2013] Published in: Darden Business School Working Paper ; No. 2324325
Ahearne, Michael [Author] ; Rapp, Adam [Other]; John Mariadoss, Babu [Other]; Ganesan, Shankar [Other] Challenges of CRM Implementation in Business-to-Business Markets : A Contingency Perspective Books View online Schließen > Access https://ssrn.com/abstract=2148939 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]
Ahearne, Michael [Author] ; Jones, Eli [Other]; Jelinek, Ronald [Other] Examining the Effect of Salesperson Service Behavior in a Competitive Context Books View online Schließen > Access https://ssrn.com/abstract=1584732 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 [Author] ; Kothandaraman, Prabakar [Other] Impact of Outsourcing on Business-to-Business Marketing : An Agenda for Inquiry Books View online Schließen > Access https://ssrn.com/abstract=1584723 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 [Author]; Rapp, Adam [Author] The Role of Technology at the Interface Between Salespeople and Consumers Books View online Schließen > Access https://ssrn.com/abstract=1583007 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] The ABC's of ACB : Unveiling a Clear and Present Danger in the Sales Force Books View online Schließen > Access https://ssrn.com/abstract=1584738 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
Jelinek, Ronald [Author]; Ahearne, Michael [Author] The Enemy within : Examining Salesperson Deviance and its Determinants Books View online Schließen > Access https://ssrn.com/abstract=1584734 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 [Author]; Lam, Son K. [Author] Sales Force Performance : A Typology and Future Research Priorities Books View online Schließen > Access https://ssrn.com/abstract=1801404 Show more show less Close > Bookmarks You can manage bookmarks using lists, please log in to your user account for this. [S.l.]: SSRN, 2011
Hughes, Douglas E. [Author]; Ahearne, Michael [Author] Energizing the Reseller's Sales Force : The Power of Brand Identification Books View online Schließen > Access https://ssrn.com/abstract=1584649 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 [Author]; Srinivasan, Narasimhan [Author]; Weinstein, Luke [Author] Effect of Technology on Sales Performance : Progressing from Technology Acceptance to Technology Usage and Consequence Books View online Schließen > Access https://ssrn.com/abstract=1584765 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
Mathieu, John [Author]; Ahearne, Michael [Author]; Taylor, Scott R. [Author] A Longitudinal Cross-Level Model of Leader and Salesperson Influences on Sales Force Technology Use and Performance Books View online Schließen > Access https://ssrn.com/abstract=1583005 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]; Hughes, Douglas E. [Author]; Schillewaert, Niels [Author] Why Sales Reps Should Welcome Information Technology : Measuring the Impact of CRM-Based IT on Sales Effectiveness Books View online Schließen > Access https://ssrn.com/abstract=1600693 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]; Bhattacharya, CB [Author]; Gruen, Thomas [Author] Antecedents and Consequences of Customer – Company Identification : Expanding the Role of Relationship Marketing Books View online Schließen > Access https://ssrn.com/abstract=1583010 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
Lim, Noah [Author]; Ahearne, Michael [Author]; Ham, Sung [Author] Designing Sales Contests : Does the Prize Structure Matter? Books View online Schließen > Access https://ssrn.com/abstract=1584742 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]; Kraus, Florian [Author]; Ahearne, Michael [Author] The Diffusion of Market Orientation Throughout the Organization : A Social Learning Theory Perspective Books View online Schließen > Access https://ssrn.com/abstract=1584646 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, 2010
Ahearne, Michael [Author]; Mathieu, John [Author]; Rapp, Adam [Author] To Empower or Not to Empower Your Sales Force? An Empirical Examination of the Influence of Leadership Empowerment Behavior on Customer Satisfaction and Performance Books View online Schließen > Access https://ssrn.com/abstract=1584769 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
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