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The Adoption of Information Technology in the Sales Force

Schillewaert, Niels; Ahearne, Michael; Frambach, Ruud T.; … - 2014

The purpose of this article is to explain why salespeople adopt information technology. The results from a cross-sectional study of 229 salespeople indicate that putting sales technology to use strongly depends on salespeople’s perceptions about the technology enhancing their performance,...

Persistent link: https://www.econbiz.de/10014045438

The future of buyer-seller interactions : a conceptual framework and research agenda

Ahearne, Michael; Atefi, Yashar; Lam, Son K.; … - In: Journal of the Academy of Marketing Science 50 (2022) 1, pp. 22-45

Persistent link: https://www.econbiz.de/10012819737

Selling today : partnering to create value

Manning, Gerald; Ahearne, Michael; Reece, Barry L. - 2012 - 12th ed., international ed.

Persistent link: https://www.econbiz.de/10009008485

Intrafunctional competitive intelligence and sales performance : a social network perspective

Ahearne, Michael; Lam, Son K.; Hayati, Babak; Kraus, Florian - In: Journal of marketing 77 (2013) 5, pp. 37-56

Persistent link: https://www.econbiz.de/10009793102

Multiple identification Foci and their countervailing effects on salespeople's negative headquarters stereotypes

Wieseke, Jan; Kraus, Florian; Ahearne, Michael; … - In: Journal of marketing 76 (2012) 3, pp. 1-20

Persistent link: https://www.econbiz.de/10009778044

It's a matter of congruence : how interpersonal identification between sales managers and salespersons shapes sales success

Ahearne, Michael; Haumann, Till; Kraus, Florian; … - In: Journal of the Academy of Marketing Science 41 (2013) 6, pp. 625-648

Persistent link: https://www.econbiz.de/10010209594

Selling today : creating customer value

Manning, Gerald; Reece, Barry L.; Ahearne, Michael - 2010 - 11th ed., internat. ed.

Persistent link: https://www.econbiz.de/10003777497

When sales managers and salespeople disagree in the appreciation for their firm : the phenomenon of organizational identification tension

Kraus, Florian; Haumann, Till; Ahearne, Michael; … - In: Journal of retailing 91 (2015) 3, pp. 486-515

Persistent link: https://www.econbiz.de/10011377066

Selling today : partnering to create value

Manning, Gerald; Ahearne, Michael; Reece, Barry L. - 2018 - Fourteenth edition

Persistent link: https://www.econbiz.de/10011569873

The impact of mergers and acquisitions on the sales force

Bommaraju, Raghu; Ahearne, Michael; Hall, Zachary R.; … - In: Journal of marketing research : JMR 55 (2018) 2, pp. 254-264

Persistent link: https://www.econbiz.de/10011845009