Author Page for Michael Ahearne

Organizational Citizenship Behavior and the Quantity and Quality of Work Group Performance

Journal of Applied Psychology, Vol. 82, No. 2, pp. 262-270, 1997

Number of pages: 9 Posted: 06 Apr 2010

Philip M. Podsakoff, Michael Ahearne and Scott B. MacKenzie

Indiana University - Kelley School of Business - Management & Entrepreneurship, University of Houston - C.T. Bauer College of Business and Indiana University - Kelley School of Business - Department of Marketing

Downloads 2,120 (12,855)

Citation 7

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2.

Resistance to Brand Switching When a Radically New Brand is Introduced: A Social Identity Theory Perspective

Journal of Marketing, Forthcoming

Number of pages: 58 Posted: 06 Apr 2010 Last Revised: 02 Jun 2010

Son K. Lam, Michael Ahearne, Ye Hu and Niels Schillewaert

University of Georgia - Department of Marketing, University of Houston - C.T. Bauer College of Business, University of Houston - Bauer College of Business and Vlerick Leuven Ghent Management School

Downloads 1,176 (31,537)

Citation 3

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3.

To Empower or Not to Empower Your Sales Force? An Empirical Examination of the Influence of Leadership Empowerment Behavior on Customer Satisfaction and Performance

Journal of Applied Psychology, Vol. 90, No. 5, pp. 735-744, 2005

Number of pages: 13 Posted: 06 Apr 2010

Michael Ahearne, John Mathieu and Adam Rapp

University of Houston - C.T. Bauer College of Business, University of Connecticut - Department of Management and Clemson University - Department of Marketing

Downloads 1,061 (36,518)

Citation 5

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4.

The Role of Leaders in Internal Marketing: A Multilevel Examination Through the Lens of Social Identity Theory

Journal of Marketing, Vol. 73, No. 2, pp. 123-146, 2008

Number of pages: 54 Posted: 06 Apr 2010

Jan Weiseke, Michael Ahearne, Son K. Lam and Rolf von Dick

University of Mannheim, University of Houston - C.T. Bauer College of Business, University of Georgia - Department of Marketing and Goethe University Frankfurt

Downloads 773 (56,603)

Citation 1

Abstract:

5.

Real Earnings Management in Sales

Journal of Accounting Research, Vol. 54, No. 5, 2016

Number of pages: 34 Posted: 16 Jul 2016 Last Revised: 16 Dec 2019

Michael Ahearne, Jeffrey Boichuk, Craig J. Chapman and Thomas J. Steenburgh

University of Houston - C.T. Bauer College of Business, University of Virginia - McIntire School of Commerce, Northwestern University - Kellogg School of Management and University of Virginia - Darden Graduate School of Business

Downloads 692 (65,495)

Citation 5

Abstract:

6.

Why Sales Reps Should Welcome Information Technology: Measuring the Impact of CRM-Based IT on Sales Effectiveness

International Journal of Research in Marketing, Vol. 24, No. 4, pp. 336-349, 2007

Number of pages: 14 Posted: 09 May 2010 Last Revised: 05 Sep 2014

Michael Ahearne, Douglas E. Hughes and Niels Schillewaert

University of Houston - C.T. Bauer College of Business, affiliation not provided to SSRN and Vlerick Leuven Ghent Management School

Downloads 602 (78,075)

Citation 1

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7.

Challenges of CRM Implementation in Business-to-Business Markets: A Contingency Perspective

Journal of Personal Selling & Sales Management, vol. XXXII, no. 1 (winter 2012), pp. 117–129

Number of pages: 15 Posted: 20 Sep 2012

Michael Ahearne, Adam Rapp, Babu John Mariadoss and Shankar Ganesan

University of Houston - C.T. Bauer College of Business, Clemson University, Washington State University and University of Arizona - Department of Marketing

Downloads 592 (79,914)

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8.

Effect of Technology on Sales Performance: Progressing from Technology Acceptance to Technology Usage and Consequence

Journal of Personal Selling and Sales Management, Vol. 24, No. 4, pp. 297-310, 2004

Number of pages: 15 Posted: 06 Apr 2010 Last Revised: 25 Jun 2014

Michael Ahearne, Narasimhan Srinivasan and Luke Weinstein

University of Houston - C.T. Bauer College of Business, University of Connecticut and University of Connecticut - Department of Marketing

Downloads 551 (87,200)

Abstract:

9.

Antecedents and Consequences of Customer – Company Identification: Expanding the Role of Relationship Marketing

Journal of Applied Psychology, Vol. 90, No. 3, pp. 574-585, 2005

Number of pages: 14 Posted: 06 Apr 2010 Last Revised: 29 May 2010

Michael Ahearne, CB Bhattacharya and Thomas Gruen

University of Houston - C.T. Bauer College of Business, European School of Management and Technology (ESMT) and University of Colorado at Colorado Springs

Downloads 519 (94,034)

Citation 6

Abstract:

10.

Some Possible Antecedents and Consequences of In-Role and Extra-Role Salesperson Performance

Journal of Marketing, Vol. 62, pp. 87-98, 1998

Number of pages: 13 Posted: 06 Apr 2010 Last Revised: 13 May 2014

Scott B. MacKenzie, Philip M. Podsakoff and Michael Ahearne

Indiana University - Kelley School of Business - Department of Marketing, Indiana University - Kelley School of Business - Management & Entrepreneurship and University of Houston - C.T. Bauer College of Business

Downloads 480 (103,355)

Citation 4

Abstract:

11.

Energizing the Reseller's Sales Force: The Power of Brand Identification

Journal of Marketing, Forthcoming

Number of pages: 50 Posted: 06 Apr 2010 Last Revised: 26 Apr 2010

Douglas E. Hughes and Michael Ahearne

affiliation not provided to SSRN and University of Houston - C.T. Bauer College of Business

Downloads 459 (108,989)

Abstract:

12.

The Role of Consensus in Sales Team Performance

Journal of Marketing Research, Vol. XLVI, 2009

Number of pages: 49 Posted: 06 Apr 2010

Michael Ahearne, Scott B. MacKenzie, Philip M. Podsakoff, John Mathieu and Son K. Lam

University of Houston - C.T. Bauer College of Business, Indiana University - Kelley School of Business - Department of Marketing, Indiana University - Kelley School of Business - Management & Entrepreneurship, University of Connecticut - Department of Management and University of Georgia - Department of Marketing

Downloads 451 (111,214)

Citation 1

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13.

Sales Force Performance: A Typology and Future Research Priorities

ISBM BUSINESS-TO-BUSINESS MARKETING HANDBOOK, Gary L. Lilien and Rajdeep Grewal, eds., Edward Elgar Publishing, 2011

Number of pages: 39 Posted: 03 Apr 2011

Michael Ahearne and Son K. Lam

University of Houston - C.T. Bauer College of Business and University of Georgia - Department of Marketing

Downloads 447 (112,392)

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14.

CRM in Sales-Intensive Organizations: A Review and Future Directions

Journal of Personal Selling and Sales Management, Vol. 25, No. 2, pp. 169-180, 2005

Number of pages: 12 Posted: 06 Apr 2010 Last Revised: 18 Apr 2010

John G. Tanner, Michael Ahearne, Thomas Leigh, Charlotte Mason and William Moncrief

affiliation not provided to SSRN, University of Houston - C.T. Bauer College of Business, affiliation not provided to SSRN, University of Georgia and Texas Christian University

Downloads 411 (124,006)

Citation 1

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15.

The Diffusion of Market Orientation Throughout the Organization: A Social Learning Theory Perspective

Journal of Marketing, Forthcoming

Number of pages: 56 Posted: 06 Apr 2010

Son K. Lam, Florian Kraus and Michael Ahearne

University of Georgia - Department of Marketing, University of Mannheim and University of Houston - C.T. Bauer College of Business

Downloads 401 (127,567)

Citation 5

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16.

Designing Sales Contests: Does the Prize Structure Matter?

Journal of Marketing Research, Vol. 46, No. 3, pp. 325-345, 2008

Number of pages: 63 Posted: 06 Apr 2010

Noah Lim, Michael Ahearne and Sung Ham

University of Houston - C.T. Bauer College of Business, University of Houston - C.T. Bauer College of Business and University of Houston - Department of Marketing

Downloads 364 (142,166)

Citation 3

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17.

If Looks Could Sell: Moderation and Mediation of the Attractiveness Effect on Salesperson Performance

International Journal of Research in Marketing, Vol. 16, No. 4, pp. 269-284, 1999

Number of pages: 16 Posted: 06 Apr 2010

Michael Ahearne, Thomas Gruen and Cheryl Jarvis

University of Houston - C.T. Bauer College of Business, University of Colorado at Colorado Springs and Southern Illinois University - College of Business

Downloads 363 (142,610)

Citation 4

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18.

High Touch Through High Tech: The Impact of Salesperson Technology Usage on Customer Satisfaction and Sales Performance

Management Science, Vol. 54, No. 4, pp. 671-685, 2008

Number of pages: 15 Posted: 06 Apr 2010

Michael Ahearne, Eli Jones, Adam Rapp and John Mathieu

University of Houston - C.T. Bauer College of Business, University of Houston - Department of Marketing, Clemson University - Department of Marketing and University of Connecticut - Department of Management

Downloads 320 (163,343)

Citation 7

Abstract:

19.

Managing Salesforce Product Perceptions and Control Systems in the Success of New Product Introductions

Journal of Marketing Research, 2009

Number of pages: 40 Posted: 06 Apr 2010 Last Revised: 06 Oct 2014

Adam Rapp, Douglas E. Hughes, Rupinder Paul Jindal and Michael Ahearne

Clemson University - Department of Marketing, affiliation not provided to SSRN, Milgard School of Business and University of Houston - C.T. Bauer College of Business

Downloads 314 (166,628)

Citation 1

Abstract:

20.

Earnings Management Practices in Sales and Strategic Accounts Survey Report

Darden Business School Working Paper No. 2324325

Number of pages: 44 Posted: 12 Sep 2013 Last Revised: 18 Nov 2013

Michael Ahearne, Jeffrey Boichuk, Craig J. Chapman and Thomas J. Steenburgh

University of Houston - C.T. Bauer College of Business, University of Virginia - McIntire School of Commerce, Northwestern University - Kellogg School of Management and University of Virginia - Darden Graduate School of Business

Downloads 306 (171,199)

Citation 2

Abstract:

21.

The Role of Technology at the Interface Between Salespeople and Consumers

Journal of Personal Selling and Sales Management, Vol. 30, No. 2, pp. 109-118, 2010

Number of pages: 10 Posted: 01 Apr 2010 Last Revised: 13 Jun 2014

Michael Ahearne and Adam Rapp

University of Houston - C.T. Bauer College of Business and Clemson University - Department of Marketing

Downloads 292 (179,814)

Citation 1

Abstract:

22.

Learned Helplessness Among Newly Hired Salespeople and the Influence of Leadership

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: 17 Posted: 15 Sep 2013 Last Revised: 17 Jan 2014

Jeffrey Boichuk, Willy Bolander, Zachary Hall, Michael Ahearne, William Zahn and Melissa Nieves

University of Virginia - McIntire School of Commerce, Florida State University, Texas Christian University - M.J. Neeley School of Business, University of Houston - C.T. Bauer College of Business, St. Edward's University and Florida State University - Department of Marketing

Downloads 287 (183,098)

Citation 1

Abstract:

23.

Managing Sales Teams in a Virtual Environment

International Journal of Research in Marketing, Forthcoming

Number of pages: 45 Posted: 06 Apr 2010 Last Revised: 19 Jun 2014

Adam Rapp, Michael Ahearne, John Mathieu and Tammy Rapp

Clemson University - Department of Marketing, University of Houston - C.T. Bauer College of Business, University of Connecticut - Department of Management and University of Connecticut - Department of Management

Downloads 283 (185,690)

Abstract:

24.

Moderating Effects of Goal Acceptance on the Relationship between Group Cohesiveness and Productivity

Journal of Applied Psychology, Vol. 82, Vol. 6, pp. 974-983, 1997

Number of pages: 10 Posted: 06 Apr 2010

Philip M. Podsakoff, Scott B. MacKenzie and Michael Ahearne

Indiana University - Kelley School of Business - Management & Entrepreneurship, Indiana University - Kelley School of Business - Department of Marketing and University of Houston - C.T. Bauer College of Business

Downloads 274 (191,963)

Abstract:

25.

The Impact of Knowledge and Empowerment on Working Smart and Working Hard: The Moderating Role of Experience

International Journal of Research in Marketing, Vol. 23, No. 3, pp. 257-266, 2006

Number of pages: 15 Posted: 06 Apr 2010

Adam Rapp, Michael Ahearne, John Mathieu and Niels Schillewaert

Clemson University - Department of Marketing, University of Houston - C.T. Bauer College of Business, University of Connecticut - Department of Management and Vlerick Leuven Ghent Management School

Downloads 268 (196,218)

Citation 1

Abstract:

26.

Examining the Effect of Salesperson Service Behavior in a Competitive Context

Journal of the Academy of Marketing Science, Vol. 35, No. 4, pp. 603-616. , 2007

Number of pages: 14 Posted: 05 Apr 2010

Michael Ahearne, Eli Jones and Ronald Jelinek

University of Houston - C.T. Bauer College of Business, University of Houston - Department of Marketing and Providence College

Downloads 252 (208,625)

Citation 1

Abstract:

27.

Selling in the Digital Age

Marketing Science Institute Working Paper Series Report No. 19-123

Number of pages: 47 Posted: 10 Apr 2020

Michael Ahearne, Zachary Hall, Partha Krishnamurthy and Mohsen Pourmasoudi

University of Houston - C.T. Bauer College of Business, Texas Christian University - M.J. Neeley School of Business, University of Houston - Department of Marketing and San Diego State University

Downloads 243 (216,167)

Citation 2

Abstract:

28.

Why are Some Salespeople Better at Adapting to Organizational Change?

Journal of Marketing, Forthcoming

Number of pages: 37 Posted: 01 Apr 2010 Last Revised: 18 Apr 2010

Michael Ahearne, Son K. Lam, John Mathieu and Willy Bolander

University of Houston - C.T. Bauer College of Business, University of Georgia - Department of Marketing, University of Connecticut - Department of Management and Florida State University

Downloads 223 (234,782)

Abstract:

29.

Know Your Customer: How Salesperson Perceptions of Customer Relationship Quality Form and Influence Account Profitability

Journal of Marketing, Vol. 78 (November 2014), 38-58, Darden Business School Working Paper No. 2553393

Number of pages: 22 Posted: 23 Jan 2015 Last Revised: 23 Mar 2015

Ryan Mullins, Michael Ahearne, Son K. Lam, Zachary Hall and Jeffrey Boichuk

Clemson University, University of Houston - C.T. Bauer College of Business, University of Georgia - Department of Marketing, Texas Christian University - M.J. Neeley School of Business and University of Virginia - McIntire School of Commerce

Downloads 199 (260,845)

Citation 3

Abstract:

30.

Impact of Outsourcing on Business-to-Business Marketing: An Agenda for Inquiry

Industrial Marketing Management, Vol. 84, No. 4, pp. 276-278, 2009

Number of pages: 3 Posted: 06 Apr 2010

Michael Ahearne and Prabakar Kothandaraman

University of Houston - C.T. Bauer College of Business and Drexel University - Department of Marketing

Downloads 194 (266,831)

Abstract:

31.

Exploring the Dynamics of Antecedents to Consumer-Brand Identification with a New Brand

Number of pages: 47 Posted: 21 Mar 2012

Son K. Lam, Michael Ahearne, Ryan Mullins, Babak Hayati and Niels Schillewaert

University of Georgia - Department of Marketing, University of Houston - C.T. Bauer College of Business, Clemson University, affiliation not provided to SSRN and Vlerick Leuven Ghent Management School

Downloads 190 (271,909)

Citation 1

Abstract:

32.

A Longitudinal Cross-Level Model of Leader and Salesperson Influences on Sales Force Technology Use and Performance

Journal of Applied Psychology, Vol. 92, No. 2, pp. 528-537, 2007

Number of pages: 10 Posted: 01 Apr 2010 Last Revised: 05 Sep 2014

John Mathieu, Michael Ahearne and Scott R. Taylor

University of Connecticut - Department of Management, University of Houston - C.T. Bauer College of Business and University of Connecticut - Department of Management

Downloads 187 (275,766)

Abstract:

33.

A Longitudal Examination of Individual, Organizational, and Contextual Factors on Sales Technology Adoption and Job Performance

Journal of Marketing Theory and Practice, Vol. 4, No. 1, pp. 7-23, 2006

Number of pages: 17 Posted: 01 Apr 2010 Last Revised: 05 May 2013

Ronald Jelinek, Michael Ahearne, John Mathieu and Niels Schillewaert

Providence College, University of Houston - C.T. Bauer College of Business, University of Connecticut - Department of Management and Vlerick Leuven Ghent Management School

Downloads 173 (295,278)

Citation 3

Abstract:

34.

A Multinational Examination of the Symbolic–Instrumental Framework of Consumer–Brand Identification

Number of pages: 45 Posted: 08 Nov 2011

Son K. Lam, Michael Ahearne and Niels Schillewaert

University of Georgia - Department of Marketing, University of Houston - C.T. Bauer College of Business and Vlerick Leuven Ghent Management School

Downloads 167 (304,220)

Abstract:

35.

The Enemy within: Examining Salesperson Deviance and its Determinants

Journal of Personal Selling and Sales Management, Vol. 26, No. 4, pp. 277-291, 2006

Number of pages: 19 Posted: 06 Apr 2010

Ronald Jelinek and Michael Ahearne

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

Downloads 127 (378,982)

Abstract:

36.

The ABC's of ACB: Unveiling a Clear and Present Danger in the Sales Force

Industrial Marketing Management, Vol. 35, No. 4, pp. 457-467, 2006

Number of pages: 11 Posted: 06 Apr 2010

Ronald Jelinek and Michael Ahearne

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

Downloads 127 (378,982)

Abstract:

37.

Toward a Contingency Framework of Interpersonal Information Sources in Organizational Identification Diffusion

Organizational Behavior and Human Decision Processes, Forthcoming

Number of pages: 58 Posted: 31 Mar 2012

Florian Kraus, Michael Ahearne, Son K. Lam and Jan Weiseke

University of Mannheim, University of Houston - C.T. Bauer College of Business, University of Georgia - Department of Marketing and University of Mannheim

Downloads 121 (393,091)

Citation 1

Abstract:

38.

Multiple Identification Foci and Their Countervailing Effects on Salespeople’s Negative Headquarters Stereotypes

Journal of Marketing, 76, 3, 1-20, 2012

Number of pages: 21 Posted: 18 Sep 2012

Jan Wieseke, Florian Kraus, Michael Ahearne and Sven Mikolon

University of Marburg - Faculty of Psychology, University of Mannheim, University of Houston - C.T. Bauer College of Business and affiliation not provided to SSRN

Downloads 116 (405,271)

Abstract:

39.

When the Product is Complex, Does the Advertisement's Conclusion Matter?

Journal of Business Research,Vol. 48, No. 1, pp. 55-62, 2000

Number of pages: 8 Posted: 06 Apr 2010 Last Revised: 13 May 2014

Thomas Gruen, M. Kim Saxton and Michael Ahearne

University of Colorado at Colorado Springs, Indiana University - Kelley School of Business - Department of Marketing and University of Houston - C.T. Bauer College of Business

Downloads 116 (405,271)

Abstract:

40.

Disaggregate Market Share Response Models

International Journal of Research in Marketing, Vol. 19, No. 3, pp. 253-266, 2002

Number of pages: 14 Posted: 06 Apr 2010

Alexandru M. Degeratu, Wayne S. DeSarbo, M. Kim Saxton and Michael Ahearne

McKinsey & Co. Inc., Pennsylvania State University, Indiana University - Kelley School of Business - Department of Marketing and University of Houston - C.T. Bauer College of Business

Downloads 111 (418,589)

Abstract:

41.

Managing Laggards: The Importance of a Deep Sales Bench

Journal of Marketing Research, 56 (4), 652-665 (2019)

Number of pages: 41 Posted: 11 Jul 2019

Jeffrey Boichuk, Raghu Bommaraju, Michael Ahearne, Florian Kraus and Thomas J. Steenburgh

University of Virginia - McIntire School of Commerce, Bharath University, University of Houston - C.T. Bauer College of Business, University of Mannheim and University of Virginia - Darden Graduate School of Business

Downloads 105 (435,523)

Abstract:

42.

Be Careful What You Look for: The Effect of Trait Competitiveness and Long Hours on Salesperson Deviance and Whether Meaningfulness of Work Matters

Journal of Marketing Theory and Practice, Vol. 18, No. 4 (Fall, 2010), pp. 303–321

Number of pages: 20 Posted: 20 Sep 2012

Ronald Jelinek and Michael Ahearne

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

Downloads 103 (444,648)

Citation 1

Abstract:

43.

Searching for a Needle in a Haystack: Trying to Identify the Illusive Moderators of Leadership Behaviors

Journal of Management, Vol. 21, No. 3, pp. 422-470, 1995

Number of pages: 49 Posted: 07 Apr 2010 Last Revised: 13 May 2014

Philip M. Podsakoff, Scott B. MacKenzie, Michael Ahearne and William H. Bommer

Indiana University - Kelley School of Business - Management & Entrepreneurship, Indiana University - Kelley School of Business - Department of Marketing, University of Houston - C.T. Bauer College of Business and affiliation not provided to SSRN

Downloads 93 (472,661)

Citation 2

Abstract:

44.

Managing Sales Teams in a Virtual Environment

Rapp, A., Ahearne, M., Mathieu, J.E., & Rapp, T.L. (2010). Managing sales teams in a virtual environment. International Journal of Research in Marketing, 27, 213-224, DOI/10.1016/j.ijresmar.2010.02.003

Posted: 02 Aug 2018

Adam Rapp, Michael Ahearne, John Mathieu and Tammy Rapp

Independent, University of Houston - C.T. Bauer College of Business, University of Connecticut - Department of Management and Ohio University

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45.

The Importance of Starting Right: The Influence of Accurate Intuition on Performance in Salesperson-Customer Interactions

Journal of Marketing, Forthcoming

Posted: 28 Mar 2015

Zachary Hall, Michael Ahearne and Harish Sujan

Texas Christian University - M.J. Neeley School of Business, University of Houston - C.T. Bauer College of Business and Tulane University

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46.

Moving Beyond the Direct Effect of SFA Adoption on Salesperson Performance: Training and Support as Key Moderating Factors

Industrial Marketing Management, Forthcoming

Posted: 20 Sep 2012

Michael Ahearne, Ronald Jelinek and Adam Rapp

University of Houston - C.T. Bauer College of Business, Providence College and Clemson University

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47.

Motivating Salespeople: What Really Works

Harvard Business Review, Vol. 90, No. 7/8, 2012

Posted: 18 Sep 2012

Thomas J. Steenburgh and Michael Ahearne

University of Virginia - Darden Graduate School of Business and University of Houston - C.T. Bauer College of Business

Abstract:

48.

The Adoption of Information Technology in the Sales Force

Industrial Marketing Management, Vol. 34, No. 4, pp. 323-336, 2005

Posted: 06 Apr 2010 Last Revised: 06 Aug 2014

Niels Schillewaert, Michael Ahearne, Ruud T. Frambach and Rudy Moenaert

Vlerick Leuven Ghent Management School, University of Houston - C.T. Bauer College of Business, VU University Amsterdam and affiliation not provided to SSRN

Michael Ahearne

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

Professor of Marketing & Executive Director, Sales Excellence Institute

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Scholarly Papers (48)

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