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Ahearne, Michael


 SSRN Author Rank: 2,664 by Downloads
 Professor of Marketing & Executive Director, Sales Excellence Institute
 

University of Houston - C.T. Bauer College of Business


 334 Melcher Hall
 Houston, TX 77204-6021
 United States
 713-743-4155 (Phone)
 713-743-4572 (Fax)
 HOME PAGE: http://www.bauer.uh.edu/Directory/profile.asp?firstname=Michael&lastname=Ahearne
 email address

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. Ahearne, Michael's Scholarly Papers Click on the title of any column to sort the table by that column.
Aggregate Statistics
Total
Downloads
7,996
Total
Citations
126
Authors Date Downloads
 (Rank)
Citations
ACTIONS:    Email Selected Abstracts    Export Selected Bibliographic Info    VIEW: Selected      Original List     All Versions       All Abstracts       Legend
1.  
Organizational Citizenship Behavior and the Quantity and Quality of Work Group Performance | Show Abstract | Download |
Journal of Applied Psychology, Vol. 82, No. 2, pp. 262-270, 1997
Accepted Paper Series
Podsakoff, Philip M.
Indiana University - Kelley School of Business - Management & Entrepreneurship
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
MacKenzie, Scott B.
Indiana University - Kelley School of Business - Department of Marketing
Posted:
06 Apr 10
960
(11,759)
30

2.  
Lam, Son K.
University of Georgia
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Hu, Ye
University of Houston - Bauer College of Business
Schillewaert, Niels
Vlerick Leuven Ghent Management School
Posted:
06 Apr 10
Last Revised:
02 Jun 10
809
(15,275)
1

3.  
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Mathieu, John
University of Connecticut - Department of Management
Rapp, Adam
Clemson University - Department of Marketing
Posted:
06 Apr 10
578
(24,675)
4

4.  
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Bhattacharya, CB
European School of Management and Technology (ESMT)
Gruen, Thomas
University of Colorado at Colorado Springs
Posted:
06 Apr 10
Last Revised:
29 May 10
374
(43,325)
9

5.  
Weiseke, Jan
University of Mannheim
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Lam, Son K.
University of Georgia
von Dick, Rolf
Goethe University Frankfurt
Posted:
06 Apr 10
328
(50,600)
 

6.  
Hughes, Douglas E.
affiliation not provided to SSRN
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Posted:
06 Apr 10
Last Revised:
26 Apr 10
317
(52,765)
1

7.  
Motivating Salespeople: What Really Works | Show Abstract | Download |
Harvard Business Review, Vol. 90, No. 7/8, 2012
Accepted Paper Series
Steenburgh, Thomas J.
University of Virginia - Darden Graduate School of Business
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Posted:
18 Sep 12
316
(52,963)
 

8.  
The Role of Consensus in Sales Team Performance | Show Abstract | Download |
Journal of Marketing Research, Vol. XLVI, 2009
Accepted Paper Series
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
MacKenzie, Scott B.
Indiana University - Kelley School of Business - Department of Marketing
Podsakoff, Philip M.
Indiana University - Kelley School of Business - Management & Entrepreneurship
Mathieu, John
University of Connecticut - Department of Management
Lam, Son K.
University of Georgia
Posted:
06 Apr 10
299
(56,482)
1

9.  
Why Sales Reps Should Welcome Information Technology: Measuring the Impact of CRM-Based IT on Sales Effectiveness | Show Abstract | Download |
International Journal of Research in Marketing, Vol. 24, No. 4, pp. 336-349, 2007
Accepted Paper Series
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Hughes, Douglas E.
affiliation not provided to SSRN
Schillewaert, Niels
Vlerick Leuven Ghent Management School
Posted:
09 May 10
Last Revised:
29 May 10
277
(61,616)
6

10.  
CRM in Sales-Intensive Organizations: A Review and Future Directions | Show Abstract | Download |
Journal of Personal Selling and Sales Management, Vol. 25, No. 2, pp. 169-180, 2005
Accepted Paper Series
Tanner, John G.
affiliation not provided to SSRN
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Leigh, Thomas
affiliation not provided to SSRN
Mason, Charlotte
affiliation not provided to SSRN
Moncrief, William
Texas Christian University
Posted:
06 Apr 10
Last Revised:
18 Apr 10
264
(65,025)
3

11.  
Lam, Son K.
University of Georgia
Kraus, Florian
University of Mannheim
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Posted:
06 Apr 10
243
(71,010)
1

12.  
Sales Force Performance: A Typology and Future Research Priorities | Show Abstract | Download |
ISBM BUSINESS-TO-BUSINESS MARKETING HANDBOOK, Gary L. Lilien and Rajdeep Grewal, eds., Edward Elgar Publishing, 2011
Accepted Paper Series
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Lam, Son K.
University of Georgia
Posted:
03 Apr 11
216
(80,287)
 

13.  
MacKenzie, Scott B.
Indiana University - Kelley School of Business - Department of Marketing
Podsakoff, Philip M.
Indiana University - Kelley School of Business - Management & Entrepreneurship
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Posted:
06 Apr 10
Last Revised:
13 May 14
208
(83,453)
18

14.  
Effect of Technology on Sales Performance: Progressing from Technology Acceptance to Technology Usage and Consequence | Show Abstract | Download |
Journal of Personal Selling and Sales Management, Vol. 24, No. 4, pp. 297-310, 2004
Accepted Paper Series
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Srinivasan, Narasimhan
University of Connecticut
Weinstein, Luke
University of Connecticut - Department of Marketing
Posted:
06 Apr 10
Last Revised:
25 Jun 14
195
(89,045)
5

15.  
Rapp, Adam
Clemson University - Department of Marketing
Hughes, Douglas E.
affiliation not provided to SSRN
Jindal, Rupinder Paul
Milgard School of Business
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Posted:
06 Apr 10
Last Revised:
13 May 10
184
(94,090)
1

16.  
If Looks Could Sell: Moderation and Mediation of the Attractiveness Effect on Salesperson Performance | Show Abstract | Download |
International Journal of Research in Marketing, Vol. 16, No. 4, pp. 269-284, 1999
Accepted Paper Series
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Gruen, Thomas
University of Colorado at Colorado Springs
Jarvis, Cheryl
affiliation not provided to SSRN
Posted:
06 Apr 10
175
(98,589)
7

17.  
The Role of Technology at the Interface Between Salespeople and Consumers | Show Abstract | Download |
Journal of Personal Selling and Sales Management, Vol. 30, No. 2, pp. 109-118, 2010
Accepted Paper Series
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Rapp, Adam
Clemson University - Department of Marketing
Posted:
01 Apr 10
Last Revised:
13 Jun 14
166
(103,433)
 

18.  
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Jones, Eli
University of Houston - Department of Marketing
Rapp, Adam
Clemson University - Department of Marketing
Mathieu, John
University of Connecticut - Department of Management
Posted:
06 Apr 10
162
(105,768)
1

19.  
Managing Sales Teams in a Virtual Environment | Show Abstract | Download |
International Journal of Research in Marketing, Forthcoming
Accepted Paper Series
Rapp, Adam
Clemson University - Department of Marketing
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Mathieu, John
University of Connecticut - Department of Management
Rapp, Tammy
University of Connecticut - Department of Management
Posted:
06 Apr 10
Last Revised:
19 Jun 14
156
(109,421)
 

20.  
Challenges of CRM Implementation in Business-to-Business Markets: A Contingency Perspective | Show Abstract | Download |
Journal of Personal Selling & Sales Management, vol. XXXII, no. 1 (winter 2012), pp. 117–129
Accepted Paper Series
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Rapp, Adam
Clemson University
John Mariadoss, Babu
Washington State University
Ganesan, Shankar
University of Arizona - Department of Marketing
Posted:
20 Sep 12
148
(114,560)
 

21.  
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Lam, Son K.
University of Georgia
Mathieu, John
University of Connecticut - Department of Management
Bolander, Willy
Florida State University
Posted:
01 Apr 10
Last Revised:
18 Apr 10
141
(119,423)
 

22.  
Moderating Effects of Goal Acceptance on the Relationship between Group Cohesiveness and Productivity | Show Abstract | Download |
Journal of Applied Psychology, Vol. 82, Vol. 6, pp. 974-983, 1997
Accepted Paper Series
Podsakoff, Philip M.
Indiana University - Kelley School of Business - Management & Entrepreneurship
MacKenzie, Scott B.
Indiana University - Kelley School of Business - Department of Marketing
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Posted:
06 Apr 10
134
(126,245)
3

23.  
Designing Sales Contests: Does the Prize Structure Matter? | Show Abstract | Download |
Journal of Marketing Research, Vol. 46, No. 3, pp. 325-345, 2008
Accepted Paper Series
Lim, Noah
University of Houston - C.T. Bauer College of Business
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Ham, Sung
University of Houston - Department of Marketing
Posted:
06 Apr 10
128
(129,455)
9

24.  
The Impact of Knowledge and Empowerment on Working Smart and Working Hard: The Moderating Role of Experience | Show Abstract | Download |
International Journal of Research in Marketing, Vol. 23, No. 3, pp. 257-266, 2006
Accepted Paper Series
Rapp, Adam
Clemson University - Department of Marketing
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Mathieu, John
University of Connecticut - Department of Management
Schillewaert, Niels
Vlerick Leuven Ghent Management School
Posted:
06 Apr 10
126
(131,094)
4

25.  
Impact of Outsourcing on Business-to-Business Marketing: An Agenda for Inquiry | Show Abstract | Download |
Industrial Marketing Management, Vol. 84, No. 4, pp. 276-278, 2009
Accepted Paper Series
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Kothandaraman, Prabakar
Drexel University - Department of Marketing
Posted:
06 Apr 10
100
(155,408)
1

26.  
Mathieu, John
University of Connecticut - Department of Management
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Taylor, Scott R.
University of Connecticut - Department of Management
Posted:
01 Apr 10
Last Revised:
26 Apr 10
95
(160,927)
1

27.  
Learned Helplessness Among Newly Hired Salespeople and the Influence of Leadership | Show Abstract | Download |
Boichuk, Jeffrey P., Willy Bolander, Zachary R. Hall, Michael Ahearne, William J. Zahn, and Melissa Nieves (2014), "Learned Helplessness Among Newly Hired Salespeople and the Influence of Leadership," 78(1), 95-111.
Accepted Paper Series
Boichuk, Jeffrey Patrick
University of Houston
Bolander, Willy
Florida State University
Hall, Zachary R.
Texas Christian University - M.J. Neeley School of Business
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Zahn, William J.
St. Edward's University
Nieves, Melissa
Florida State University - Department of Marketing
Posted:
15 Sep 13
Last Revised:
17 Jan 14
94
(162,095)
 

28.  
Jelinek, Ronald
Providence College
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Mathieu, John
University of Connecticut - Department of Management
Schillewaert, Niels
Vlerick Leuven Ghent Management School
Posted:
01 Apr 10
Last Revised:
05 May 13
86
(171,850)
3

29.  
Examining the Effect of Salesperson Service Behavior in a Competitive Context | Show Abstract | Download |
Journal of the Academy of Marketing Science, Vol. 35, No. 4, pp. 603-616. , 2007
Accepted Paper Series
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Jones, Eli
University of Houston - Department of Marketing
Jelinek, Ronald
Providence College
Posted:
05 Apr 10
82
(176,990)
2

30.  
Earnings Management Practices in Sales and Strategic Accounts Survey Report | Show Abstract | Download |
Darden Business School Working Paper No. 2324325
Working Paper Series
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Boichuk, Jeffrey Patrick
University of Houston
Chapman, Craig J.
Northwestern University - Kellogg School of Management
Steenburgh, Thomas J.
University of Virginia - Darden Graduate School of Business
Posted:
12 Sep 13
Last Revised:
18 Nov 13
77
(183,887)
 

31.   Incl. Electronic Paper
Lam, Son K.
University of Georgia
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Schillewaert, Niels
Vlerick Leuven Ghent Management School
Posted:
08 Nov 11
Last Revised:
02 Apr 12
75
(186,724)
 

32.  
The ABC's of ACB: Unveiling a Clear and Present Danger in the Sales Force | Show Abstract | Download |
Industrial Marketing Management, Vol. 35, No. 4, pp. 457-467, 2006
Accepted Paper Series
Jelinek, Ronald
Providence College
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Posted:
06 Apr 10
73
(189,741)
1

33.  
Wieseke, Jan
University of Marburg - Faculty of Psychology
Kraus, Florian
University of Mannheim
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Mikolon, Sven
affiliation not provided to SSRN
Posted:
18 Sep 12
68
(197,478)
 

34.  
When the Product is Complex, Does the Advertisement's Conclusion Matter? | Show Abstract | Download |
Journal of Business Research,Vol. 48, No. 1, pp. 55-62, 2000
Accepted Paper Series
Gruen, Thomas
University of Colorado at Colorado Springs
Saxton, M. Kim
Indiana University - Kelley School of Business - Department of Marketing
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Posted:
06 Apr 10
Last Revised:
13 May 14
65
(202,309)
1

35.  
The Enemy within: Examining Salesperson Deviance and its Determinants | Show Abstract | Download |
Journal of Personal Selling and Sales Management, Vol. 26, No. 4, pp. 277-291, 2006
Accepted Paper Series
Jelinek, Ronald
Providence College
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Posted:
06 Apr 10
60
(210,826)
 

36.  
Disaggregate Market Share Response Models | Show Abstract | Download |
International Journal of Research in Marketing, Vol. 19, No. 3, pp. 253-266, 2002
Working Paper Series
Degeratu, Alexandru M.
affiliation not provided to SSRN
DeSarbo, Wayne S.
Pennsylvania State University
Saxton, M. Kim
Indiana University - Kelley School of Business - Department of Marketing
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Posted:
06 Apr 10
56
(218,060)
4

37.  
Toward a Contingency Framework of Interpersonal Information Sources in Organizational Identification Diffusion | Show Abstract | Download |
Organizational Behavior and Human Decision Processes, Forthcoming
Accepted Paper Series
Kraus, Florian
University of Mannheim
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Lam, Son K.
University of Georgia
Weiseke, Jan
University of Mannheim
Posted:
31 Mar 12
49
(231,941)
1

38.  
Lam, Son K.
University of Georgia
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Mullins, Ryan
Clemson University
Hayati, Babak
affiliation not provided to SSRN
Schillewaert, Niels
Vlerick Leuven Ghent Management School
Posted:
21 Mar 12
48
(234,104)
 

39.  
Podsakoff, Philip M.
Indiana University - Kelley School of Business - Management & Entrepreneurship
MacKenzie, Scott B.
Indiana University - Kelley School of Business - Department of Marketing
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Bommer, William H.
affiliation not provided to SSRN
Posted:
07 Apr 10
Last Revised:
13 May 14
34
(267,042)
3

40.  
Jelinek, Ronald
Providence College
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Posted:
20 Sep 12
30
(278,512)
 

41.  
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Jelinek, Ronald
Providence College
Rapp, Adam
Clemson University
Posted:
20 Sep 12
 

42.  
The Adoption of Information Technology in the Sales Force | Show Abstract |
Industrial Marketing Management, Vol. 34, No. 4, pp. 323-336, 2005
Accepted Paper Series
Schillewaert, Niels
Vlerick Leuven Ghent Management School
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Frambach, Ruud T.
VU University Amsterdam
Moenaert, Rudy
affiliation not provided to SSRN
Posted:
06 Apr 10
Last Revised:
28 Feb 12
 


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