Feedback to SSRN

 
  • Selected
  • Entire List
 

Ahearne, Michael


 SSRN Author Rank: 2,434 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

  SSRN's personal information usage policy
Authors: If anything on this page requires updating or correction, please go to your SSRN User HeadQuarters and make the change.
The RSS feed for this author will notify you of all new papers and revisions as soon as they are added to the SSRN eLibrary.
Popular RSS readers
. Ahearne, Michael's Scholarly Papers Click on the title of any column to sort the table by that column.
Aggregate Statistics
Total
Downloads
9,619
Total
Citations
129
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 This Paper | Open PDF in Browser |
Journal of Applied Psychology, Vol. 82, No. 2, pp. 262-270, 1997
Number of Pages in PDF File: 9
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
1,107
(11,070)
30

2.  
Lam, Son K.
University of Georgia - Department of Marketing
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
924
(14,636)
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
681
(22,923)
4

4.  
Motivating Salespeople: What Really Works | Show Abstract | Download This Paper | Open PDF in Browser |
Harvard Business Review, Vol. 90, No. 7/8, 2012
Number of Pages in PDF File: 7
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
454
(39,468)
 

5.  
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
408
(45,111)
10

6.  
Weiseke, Jan
University of Mannheim
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Lam, Son K.
University of Georgia - Department of Marketing
von Dick, Rolf
Goethe University Frankfurt
Posted:
06 Apr 10
401
(46,048)
 

7.  
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
355
(53,469)
1

8.  
Why Sales Reps Should Welcome Information Technology: Measuring the Impact of CRM-Based IT on Sales Effectiveness | Show Abstract | Download This Paper | Open PDF in Browser |
International Journal of Research in Marketing, Vol. 24, No. 4, pp. 336-349, 2007
Number of Pages in PDF File: 14
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:
05 Sep 14
346
(55,156)
6

9.  
The Role of Consensus in Sales Team Performance | Show Abstract | Download This Paper | Open PDF in Browser |
Journal of Marketing Research, Vol. XLVI, 2009
Number of Pages in PDF File: 49
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 - Department of Marketing
Posted:
06 Apr 10
335
(57,302)
1

10.  
CRM in Sales-Intensive Organizations: A Review and Future Directions | Show Abstract | Download This Paper | Open PDF in Browser |
Journal of Personal Selling and Sales Management, Vol. 25, No. 2, pp. 169-180, 2005
Number of Pages in PDF File: 12
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
299
(65,244)
3

11.  
Sales Force Performance: A Typology and Future Research Priorities | Show Abstract | Download This Paper | Open PDF in Browser |
ISBM BUSINESS-TO-BUSINESS MARKETING HANDBOOK, Gary L. Lilien and Rajdeep Grewal, eds., Edward Elgar Publishing, 2011
Number of Pages in PDF File: 39
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Lam, Son K.
University of Georgia - Department of Marketing
Posted:
03 Apr 11
259
(76,251)
 

12.  
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
258
(76,598)
19

13.  
Lam, Son K.
University of Georgia - Department of Marketing
Kraus, Florian
University of Mannheim
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Posted:
06 Apr 10
257
(76,909)
1

14.  
Effect of Technology on Sales Performance: Progressing from Technology Acceptance to Technology Usage and Consequence | Show Abstract | Download This Paper | Open PDF in Browser |
Journal of Personal Selling and Sales Management, Vol. 24, No. 4, pp. 297-310, 2004
Number of Pages in PDF File: 15
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
251
(78,934)
5

15.  
Challenges of CRM Implementation in Business-to-Business Markets: A Contingency Perspective | Show Abstract | Download This Paper | Open PDF in Browser |
Journal of Personal Selling & Sales Management, vol. XXXII, no. 1 (winter 2012), pp. 117–129
Number of Pages in PDF File: 15
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
233
(85,458)
 

16.  
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:
06 Oct 14
223
(89,385)
1

17.  
If Looks Could Sell: Moderation and Mediation of the Attractiveness Effect on Salesperson Performance | Show Abstract | Download This Paper | Open PDF in Browser |
International Journal of Research in Marketing, Vol. 16, No. 4, pp. 269-284, 1999
Number of Pages in PDF File: 16
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Gruen, Thomas
University of Colorado at Colorado Springs
Jarvis, Cheryl
Southern Illinois University at Carbondale - College of Business
Posted:
06 Apr 10
210
(94,881)
7

18.  
The Role of Technology at the Interface Between Salespeople and Consumers | Show Abstract | Download This Paper | Open PDF in Browser |
Journal of Personal Selling and Sales Management, Vol. 30, No. 2, pp. 109-118, 2010
Number of Pages in PDF File: 10
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
195
(101,960)
 

19.  
Managing Sales Teams in a Virtual Environment | Show Abstract | Download This Paper | Open PDF in Browser |
International Journal of Research in Marketing, Forthcoming
Number of Pages in PDF File: 45
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
184
(107,768)
 

20.  
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
178
(111,086)
1

21.  
Moderating Effects of Goal Acceptance on the Relationship between Group Cohesiveness and Productivity | Show Abstract | Download This Paper | Open PDF in Browser |
Journal of Applied Psychology, Vol. 82, Vol. 6, pp. 974-983, 1997
Number of Pages in PDF File: 10
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
169
(116,432)
3

22.  
Designing Sales Contests: Does the Prize Structure Matter? | Show Abstract | Download This Paper | Open PDF in Browser |
Journal of Marketing Research, Vol. 46, No. 3, pp. 325-345, 2008
Number of Pages in PDF File: 63
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
157
(124,343)
9

23.  
Learned Helplessness Among Newly Hired Salespeople and the Influence of Leadership | Show Abstract | Download This Paper | Open PDF in Browser |
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.
Number of Pages in PDF File: 17
Boichuk, Jeffrey Patrick
University of Virginia (UVA) - Darden School of Business
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
154
(126,388)
 

24.  
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Lam, Son K.
University of Georgia - Department of Marketing
Mathieu, John
University of Connecticut - Department of Management
Bolander, Willy
Florida State University
Posted:
01 Apr 10
Last Revised:
18 Apr 10
151
(128,564)
1

25.  
The Impact of Knowledge and Empowerment on Working Smart and Working Hard: The Moderating Role of Experience | Show Abstract | Download This Paper | Open PDF in Browser |
International Journal of Research in Marketing, Vol. 23, No. 3, pp. 257-266, 2006
Number of Pages in PDF File: 15
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
145
(133,020)
4

26.  
Earnings Management Practices in Sales and Strategic Accounts Survey Report | Show Abstract | Download This Paper | Open PDF in Browser |
Darden Business School Working Paper No. 2324325
Number of Pages in PDF File: 44
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Boichuk, Jeffrey Patrick
University of Virginia (UVA) - Darden School of Business
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
128
(147,462)
 

27.  
Impact of Outsourcing on Business-to-Business Marketing: An Agenda for Inquiry | Show Abstract | Download This Paper | Open PDF in Browser |
Industrial Marketing Management, Vol. 84, No. 4, pp. 276-278, 2009
Number of Pages in PDF File: 3
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Kothandaraman, Prabakar
Drexel University - Department of Marketing
Posted:
06 Apr 10
110
(165,248)
1

28.  
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:
05 Sep 14
109
(166,338)
1

29.  
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
108
(167,418)
3

30.  
Examining the Effect of Salesperson Service Behavior in a Competitive Context | Show Abstract | Download This Paper | Open PDF in Browser |
Journal of the Academy of Marketing Science, Vol. 35, No. 4, pp. 603-616. , 2007
Number of Pages in PDF File: 14
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
104
(172,031)
2

31.  
The ABC's of ACB: Unveiling a Clear and Present Danger in the Sales Force | Show Abstract | Download This Paper | Open PDF in Browser |
Industrial Marketing Management, Vol. 35, No. 4, pp. 457-467, 2006
Number of Pages in PDF File: 11
Jelinek, Ronald
Providence College
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Posted:
06 Apr 10
85
(196,619)
1

32.   Incl. Electronic Paper
Lam, Son K.
University of Georgia - Department of Marketing
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
84
(198,096)
 

33.  
Know Your Customer: How Salesperson Perceptions of Customer Relationship Quality Form and Influence Account Profitability | Show Abstract | Download This Paper | Open PDF in Browser |
Journal of Marketing, Vol. 78 (November 2014), 38-58, Darden Business School Working Paper No. 2553393
Number of Pages in PDF File: 22
Mullins, Ryan
Clemson University
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Lam, Son K.
University of Georgia - Department of Marketing
Hall, Zachary R
Texas Christian University - M.J. Neeley School of Business
Boichuk, Jeffrey Patrick
University of Virginia (UVA) - Darden School of Business
Posted:
23 Jan 15
Last Revised:
23 Mar 15
76
(210,543)
 

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
Posted:
18 Sep 12
74
(213,837)
 

35.  
When the Product is Complex, Does the Advertisement's Conclusion Matter? | Show Abstract | Download This Paper | Open PDF in Browser |
Journal of Business Research,Vol. 48, No. 1, pp. 55-62, 2000
Number of Pages in PDF File: 8
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
71
(218,919)
1

36.  
The Enemy within: Examining Salesperson Deviance and its Determinants | Show Abstract | Download This Paper | Open PDF in Browser |
Journal of Personal Selling and Sales Management, Vol. 26, No. 4, pp. 277-291, 2006
Number of Pages in PDF File: 19
Jelinek, Ronald
Providence College
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Posted:
06 Apr 10
70
(220,610)
 

37.  
Disaggregate Market Share Response Models | Show Abstract | Download This Paper | Open PDF in Browser |
International Journal of Research in Marketing, Vol. 19, No. 3, pp. 253-266, 2002
Number of Pages in PDF File: 14
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
65
(229,678)
4

38.  
Kraus, Florian
University of Mannheim
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Lam, Son K.
University of Georgia - Department of Marketing
Weiseke, Jan
University of Mannheim
Posted:
31 Mar 12
60
(239,487)
1

39.  
Lam, Son K.
University of Georgia - Department of Marketing
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
60
(239,487)
 

40.  
Jelinek, Ronald
Providence College
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Posted:
20 Sep 12
42
(280,803)
 

41.  
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
39
(288,862)
3

42.  
Hall, Zachary R
Texas Christian University - M.J. Neeley School of Business
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Sujan, Harish
Tulane University
Posted:
28 Mar 15
 

43.  
Ahearne, Michael
University of Houston - C.T. Bauer College of Business
Jelinek, Ronald
Providence College
Rapp, Adam
Clemson University
Posted:
20 Sep 12
 

44.  
The Adoption of Information Technology in the Sales Force | Show Abstract |
Industrial Marketing Management, Vol. 34, No. 4, pp. 323-336, 2005
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:
06 Aug 14
 


Records 1 - 44 of 44 matches
[ 1 ]

© 2015 Social Science Electronic Publishing, Inc. All Rights Reserved.  FAQ   Terms of Use   Privacy Policy   Copyright   Contact Us
This page was processed by apollo7 in 0.781 seconds