Niels Schillewaert

Vlerick Leuven Ghent Management School

Library

REEP 1

Gent, BE-9000

Belgium

SCHOLARLY PAPERS

7

DOWNLOADS
Rank 21,976

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Top 21,976

in Total Papers Downloads

2,154

SSRN CITATIONS
Rank 23,883

SSRN RANKINGS

Top 23,883

in Total Papers Citations

6

CROSSREF CITATIONS

23

Scholarly Papers (7)

1.

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 1,090 (19,043)

Abstract:

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

2.

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 486 (57,412)
Citation 1

Abstract:

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

3.

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 202 (150,294)
Citation 1

Abstract:

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Empowerment, Experience, Salespeople, Working smart, Working hard

4.

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 143 (203,121)
Citation 3

Abstract:

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Technology Adoption, Salesforce, SFA, Performance

5.

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 (223,193)

Abstract:

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

6.

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 (254,596)
Citation 1

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

7.

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

Abstract:

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Technology adoption, Sales management, Innovativeness