.
Ahearne, Michael's
Scholarly Papers
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column.
Aggregate Statistics
Total 6,232
Total Citations 120
1.
Podsakoff, Philip M. Indiana University Bloomington - Department of Management
Ahearne, Michael University of Houston - C.T. Bauer College of Business
MacKenzie, Scott B. Kelley School of Business
832(12,541)
25
Team Performance, Unit Performance, OCB, Extra-role
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
591(20,731)
1
customer–brand identification, perceived value, switching, branding, relationship
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
495(26,071)
4
empowerment, experience, salespeople, self-efficacy, job performance
4.
Ahearne, Michael University of Houston - C.T. Bauer College of Business
Bhattacharya, Chitrabhanu European School of Management and Technology (ESMT)
Gruen, Thomas University of Colorado at Colorado Springs
Posted:
06 Apr 10
Last Revised:
29 May 10
329(43,704)
8
identification, social identity theory, extra-role behavior, branding, buying behavior
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
288(51,068)
Internal Marketing, Organizational Identification, Customer-Contact Employees
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
283(52,091)
brand identification, organizational identification, control systems, salesperson
7.
Ahearne, Michael University of Houston - C.T. Bauer College of Business
MacKenzie, Scott B. Kelley School of Business
Podsakoff, Philip M. Indiana University Bloomington - Department of Management
Mathieu, John University of Connecticut - Department of Management
Lam, Son K. University of Georgia
230(65,450)
1
team selling, team consensus, empowerment, pharmaceutical selling
8.
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
221(68,572)
3
CRM, Salesforce Automation, Sales, Future Research
9.
Lam, Son K. University of Georgia
Kraus, Florian University of Mannheim
Ahearne, Michael University of Houston - C.T. Bauer College of Business
217(69,522)
1
market orientation, customer orientation, internal marketing, organizational
10.
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
215(70,223)
6
Operational CRM, SFA usage, Sales productivity, Targeting, Performance
11.
Ahearne, Michael University of Houston - C.T. Bauer College of Business
Lam, Son K. University of Georgia
165(90,703)
sales force performance, in-role and extra-role performance, positive and negative performance, behavior- and outcome-based control systems, sales teams, multilevel analysis, internal marketing
12.
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
156(95,532)
1
Product Perceptions, Control Systems, Sales Force, New Products
13.
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
150(98,929)
1
customer relationship management, relationship marketing, sales technology
14.
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:
13 May 10
149(99,550)
5
Salespeople, technology acceptance, performance
15.
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
144(102,483)
7
Relationship length; Attractiveness; Performance; Source effects
16.
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:
30 Apr 10
141(104,351)
sales, virtual teams, team processes, virtuality, empowerment, experience, team performance
17.
MacKenzie, Scott B. Kelley School of Business
Podsakoff, Philip M. Indiana University Bloomington - Department of Management
Ahearne, Michael University of Houston - C.T. Bauer College of Business
Posted:
06 Apr 10
Last Revised:
30 Aug 11
140(105,649)
15
Job Performance, Salesperson, Extra-role, OCB
18.
Steenburgh, Thomas J. University of Virginia - Darden Graduate School of Business
Ahearne, Michael University of Houston - C.T. Bauer College of Business
139(106,290)
compensation, motivation, salesperson performance
19.
Ahearne, Michael University of Houston - C.T. Bauer College of Business
Rapp, Adam Clemson University - Department of Marketing
Posted:
01 Apr 10
Last Revised:
23 Apr 10
136(107,617)
20.
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 University of Houston - C.T. Bauer College of Business
Posted:
01 Apr 10
Last Revised:
18 Apr 10
127(113,921)
Salesperson, Organizational Change, Adaptation To Change, Goal Orientation, Growth
21.
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
103(133,736)
4
Empowerment, Experience, Salespeople, Working smart, Working hard
22.
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
102(134,657)
6
Sales Contests, Sales Management, Experimental Economics, Field Experiments
23.
Podsakoff, Philip M. Indiana University Bloomington - Department of Management
MacKenzie, Scott B. Kelley School of Business
Ahearne, Michael University of Houston - C.T. Bauer College of Business
92(145,450)
3
OCB, Extra-role, Job Performance
24.
Ahearne, Michael University of Houston - C.T. Bauer College of Business
Kothandaraman, Prabakar Drexel University - Department of Marketing
86(150,935)
1
Outsourcing, Business Marketing, Marketing Strategy, Value Creation
25.
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
82(155,516)
1
empowerment, leadership, technology, salespeople
26.
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
78(160,360)
Customer relationship marketing, business-to-business marketing, marketing strategy implementation
27.
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
74(165,523)
3
Technology Adoption, Salesforce, SFA, Performance
28.
Ahearne, Michael University of Houston - C.T. Bauer College of Business
Jones, Eli University of Houston - Department of Marketing
Jelinek, Ronald Providence College
73(166,869)
2
Salesperson service behaviors, Competitor ratings, Share of wallet, Trust, Satisfaction, Service quality
29.
Jelinek, Ronald Providence College
Ahearne, Michael University of Houston - C.T. Bauer College of Business
65(177,986)
Anti-citizenship, Workplace deviance, Sales management, Sales force behavior
30.
A Multinational Examination of the Symbolic–Instrumental Framework of Consumer–Brand Identification
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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
59(187,161)
Lam, Son K. University of Georgia
Ahearne, Michael University of Houston - C.T. Bauer College of Business
Schillewaert, Niels Vlerick Leuven Ghent Management School
0
Lam, Son K. University of Georgia
Ahearne, Michael University of Houston - C.T. Bauer College of Business
Schillewaert, Niels Vlerick Leuven Ghent Management School
59
branding and brand management, survey research, partial least squares, multicultural, consumer–brand identification, social identity theory, relationship marketing
31.
Gruen, Thomas University of Colorado at Colorado Springs
Saxton, M.Kim Indiana University Bloomington - Kelley School of Business
Ahearne, Michael University of Houston - C.T. Bauer College of Business
Posted:
06 Apr 10
Last Revised:
13 Apr 10
50(202,373)
1
Advertising, Conclusion, Open and Closed Ended
32.
Jelinek, Ronald Providence College
Ahearne, Michael University of Houston - C.T. Bauer College of Business
49(204,232)
Salesperson, Deviance, Ethics
33.
Degeratu, Alexandru M. affiliation not provided to SSRN
DeSarbo, Wayne S. Pennsylvania State University
Saxton, M.Kim Indiana University Bloomington - Kelley School of Business
Ahearne, Michael University of Houston - C.T. Bauer College of Business
45(211,742)
4
Market share models, Finite mixtures, Random effects, Prescription drugs, Maximum likelihood
34.
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
35(233,041)
stereotypes, identification, dispersed sales teams, competitive intensity, sales performance
35.
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
35(233,041)
1
organizational identification, social identity theory, social influence, multilevel analysis
36.
Podsakoff, Philip M. Indiana University Bloomington - Department of Management
MacKenzie, Scott B. Kelley School of Business
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:
23 Aug 12
25(260,621)
3
Leadership, Substitute, Moderation
37.
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
20(277,703)
consumer-brand identification, branding, new products, longitudinal effects of consumer traits, growth modeling
38.
Jelinek, Ronald Providence College
Ahearne, Michael University of Houston - C.T. Bauer College of Business
11(309,860)
Trait competitiveness, work hours, person-organization fit, deviant salesperson behaviors
39.
Ahearne, Michael University of Houston - C.T. Bauer College of Business
Jelinek, Ronald Providence College
Rapp, Adam Clemson University
training, support, salespeople, job performance, technology
40.
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
0(131,984)
8
Technology adoption, Sales management, Innovativeness
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