Michael Ahearne

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

Professor of Marketing & Executive Director, Sales Excellence Institute

334 Melcher Hall

Houston, TX 77204-6021

United States

http://www.bauer.uh.edu/Directory/profile.asp?firstname=Michael&lastname=Ahearne

SCHOLARLY PAPERS

47

DOWNLOADS
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14,355

SSRN CITATIONS
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Top 4,312

in Total Papers Citations

24

CROSSREF CITATIONS

216

Scholarly Papers (47)

1.

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
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 1,936 (7,725)
Citation 4

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Team Performance, Unit Performance, OCB, Extra-role

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 1,093 (19,135)

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customer–brand identification, perceived value, switching, branding, relationship

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 838 (28,127)
Citation 1

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empowerment, experience, salespeople, self-efficacy, job performance

4.

Motivating Salespeople: What Really Works

Harvard Business Review, Vol. 90, No. 7/8, 2012
Number of pages: 7 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
Downloads 764 (31,965)
Citation 1

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compensation, motivation, salesperson performance

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: 24 Nov 2016
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 610 (43,264)

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financial accounting, disclosure, incentives, transparency, earnings management

6.

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 561 (48,286)

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Internal Marketing, Organizational Identification, Customer-Contact Employees

7.

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 489 (57,478)
Citation 1

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Operational CRM, SFA usage, Sales productivity, Targeting, Performance

8.

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 482 (58,556)
Citation 3

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identification, social identity theory, extra-role behavior, branding, buying behavior

9.

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
University of Houston - C.T. Bauer College of Business, Clemson University, Washington State University and University of Arizona - Department of Marketing
Downloads 431 (67,059)

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Customer relationship marketing, business-to-business marketing, marketing strategy implementation

10.

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 423 (68,563)

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Salespeople, technology acceptance, performance

11.

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
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 410 (71,276)
Citation 1

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Job Performance, Salesperson, Extra-role, OCB

12.

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 402 (72,934)

Abstract:

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brand identification, organizational identification, control systems, salesperson

13.

The Role of Consensus in Sales Team Performance

Journal of Marketing Research, Vol. XLVI, 2009
Number of pages: 49 Posted: 06 Apr 2010
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 400 (73,384)

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team selling, team consensus, empowerment, pharmaceutical selling

14.

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 381 (77,570)

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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

15.

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
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 352 (85,069)

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CRM, Salesforce Automation, Sales, Future Research

16.

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 322 (94,037)
Citation 2

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market orientation, customer orientation, internal marketing, organizational

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 at Carbondale - College of Business
Downloads 300 (101,572)

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Relationship length; Attractiveness; Performance; Source effects

18.

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 292 (104,617)

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Sales Contests, Sales Management, Experimental Economics, Field Experiments

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
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 285 (107,365)
Citation 1

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Product Perceptions, Control Systems, Sales Force, New Products

20.

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 255 (120,706)

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21.

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 243 (126,801)

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sales, virtual teams, team processes, virtuality, empowerment, experience, team performance

22.

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
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 234 (131,686)
Citation 1

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earnings management, strategic account management, sales force incentives

23.

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
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 234 (131,686)

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OCB, Extra-role, Job Performance

24.

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
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 233 (132,242)
Citation 1

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core transformational leadership, error management, sales force socialization, sales-oriented behaviors, sales performance failure

25.

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 217 (141,674)

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customer relationship management, relationship marketing, sales technology

26.

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 203 (150,832)
Citation 1

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Empowerment, Experience, Salespeople, Working smart, Working hard

27.

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 197 (155,180)

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Salesperson service behaviors, Competitor ratings, Share of wallet, Trust, Satisfaction, Service quality

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 194 (157,437)

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Salesperson, Organizational Change, Adaptation To Change, Goal Orientation, Growth

29.

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 167 (179,906)

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Outsourcing, Business Marketing, Marketing Strategy, Value Creation

30.

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
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 156 (190,601)

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salesperson accuracy, customer relationship management, dyadic modeling, perceptual bias, response surface analysis

31.

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
Providence College, University of Houston - C.T. Bauer College of Business, University of Connecticut - Department of Management and Vlerick Leuven Ghent Management School
Downloads 143 (204,756)
Citation 3

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Technology Adoption, Salesforce, SFA, Performance

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 142 (205,927)

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empowerment, leadership, technology, salespeople

33.

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 127 (224,996)

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branding and brand management, survey research, partial least squares, multicultural, consumer–brand identification, social identity theory, relationship marketing

34.

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 113 (245,335)

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Anti-citizenship, Workplace deviance, Sales management, Sales force behavior

35.

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

Number of pages: 47 Posted: 21 Mar 2012
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 106 (256,603)
Citation 1

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consumer-brand identification, branding, new products, longitudinal effects of consumer traits, growth modeling

36.

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 106 (256,603)

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Salesperson, Deviance, Ethics

37.

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 96 (274,382)

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stereotypes, identification, dispersed sales teams, competitive intensity, sales performance

38.

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 94 (278,110)

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Advertising, Conclusion, Open and Closed Ended

39.

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
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 88 (290,024)

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Market share models, Finite mixtures, Random effects, Prescription drugs, Maximum likelihood

40.

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 78 (312,088)

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organizational identification, social identity theory, social influence, multilevel analysis

41.

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 77 (314,393)
Citation 1

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Trait competitiveness, work hours, person-organization fit, deviant salesperson behaviors

42.

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
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 64 (347,879)
Citation 2

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Leadership, Substitute, Moderation

43.

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
University of Virginia - McIntire School of Commerce, affiliation not provided to SSRN, University of Houston - C.T. Bauer College of Business, University of Mannheim and University of Virginia - Darden Graduate School of Business
Downloads 17 (543,672)

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Advice networks, Incentives, Matching methods, Punishments, Sales force

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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Teams, Leadership, Empowerment, Virtual Teams, Performance

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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customer needs, salesperson performance, intuition, thin-slice research, cognitive-experiential self-theory

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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training, support, salespeople, job performance, technology

47.

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

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Technology adoption, Sales management, Innovativeness