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Weijters, Bert; Geuens, Maggie; Schillewaert, Niels - In: GfK marketing intelligence review : Marketingforschung … (2009) 2, pp. 44-53

Persistent link: https://www.econbiz.de/10003902480

The effect of rating scale format on response styles : the number of response categories and response category labels

Weijters, Bert; Cabooter, Elke; Schillewaert, Niels - 2010

Persistent link: https://www.econbiz.de/10003937185

Response styles in marketing research : a means and covariance structures comparison of modes of data-collection

Weijters, Bert (contributor); … - 2005

Persistent link: https://www.econbiz.de/10003242170

Why salespeople avoid big-whale sales opportunities

Xu, Juan; Borgh, Michel van der; Nijssen, E. J.; Lam, Son K. - In: Journal of marketing 86 (2022) 5, pp. 95-116

Persistent link: https://www.econbiz.de/10013390585

Disaggregate Market Share Response Models

Degeratu, Alexandru M.; DeSarbo, Wayne S.; Saxton, M. Kim; … - 2014

Traditional market share response (multiplicative competitive interaction or MCI) models have been gainfully employed in marketing research practice as an effective methodology for estimating competitive effects. Legions of books and articles on MCI models and their use have been published...

Persistent link: https://www.econbiz.de/10014196401

The instantaneous commitment effect : developing stakeholder orientation among managers

Vaid, Shashank; Ahearne, Michael - In: AMS review : official publication of the Academy of … 11 (2021) 1/2, pp. 162-179

Persistent link: https://www.econbiz.de/10012586893

Joint marketing and sales appointment : uncertainty from intertwining of marketing and sales in one position

Vaid, Shashank; Ahearne, Michael; Krause, Ryan - In: Industrial marketing management : the international … 85 (2020), pp. 221-239

Persistent link: https://www.econbiz.de/10012212148

Advancing sales theory through a holistic view : how social structures frame selling : introduction

Hartmann, Nathaniel N.; Wieland, Heiko; Vargo, Stephen L.; … - In: Journal of personal selling & sales management : JPSSM 40 (2020) 4, pp. 221-226

Persistent link: https://www.econbiz.de/10012395123

Managing laggards : the importance of a deep sales bench

Boichuk, Jeffrey P.; Bommaraju, Raghu; Ahearne, Michael; … - In: Journal of marketing research 56 (2019) 4, pp. 652-665

Persistent link: https://www.econbiz.de/10012177613

The impact of the information revolution on the classical sales model

Pourmasoudi, Mohsen; Ahearne, Michael; Hall, Zachary; … - In: Journal of personal selling & sales management : JPSSM 42 (2022) 2, pp. 193-208

Persistent link: https://www.econbiz.de/10013361680