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Ahearne, Michael
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1

Customer-related executive leadership turnover and firm per..:

Vaid, Shashank ; Ahearne, Michael ; Honig, Benson.
Journal of Business Research.  159 (2023)  - p. 113759 , 2023
Link: https://doi.org/10.1016/..
 
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2

Onboarding Salespeople: Socialization Approaches:

Wiseman, Phillip ; Ahearne, Michael ; Hall, Zachary.
Journal of Marketing.  86 (2022)  6 - p. 13-31 , 2022
Link: https://doi.org/10.1177/..
 
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3

Sales force performance: a typology and future research pri..:

, In: Handbook of Business-to-Business Marketing,
K. Lam, Son ; Ahearne, Molly ; Ahearne, Michael - p. 451-472 , 2022
Link: https://doi.org/10.4337/..
 
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4

The impact of the information revolution on the classical s..:

Pourmasoudi, Mohsen ; Ahearne, Michael ; Hall, Zachary.
Journal of Personal Selling & Sales Management.  42 (2022)  2 - p. 193-208 , 2022
Link: https://doi.org/10.1080/..
 
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5

Enabling Comparability of Responses in International Sales ..:

Pourmasoudi, Mohsen ; Wiseman, Phillip ; Ahearne, Michael.
Journal of International Marketing.  32 (2022)  1 - p. 15-32 , 2022
Link: https://doi.org/10.1177/..
 
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6

Managing Positive and Negative Trends in Sales Call Outcome..:

Nahm, Irene Y. ; Ahearne, Michael J. ; Lee, Nick.
Journal of Marketing Research.  59 (2022)  6 - p. 1120-1140 , 2022
Link: https://doi.org/10.1177/..
 
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7

Operations‐Related Structural Flux: Firm Performance Effect..:

Vaid, Shashank ; Ahearne, Michael ; Krause, Ryan
Production and Operations Management.  30 (2021)  7 - p. 2188-2210 , 2021
Link: https://doi.org/10.1111/..
 
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8

The future of buyer–seller interactions: a conceptual frame..:

Ahearne, Michael ; Atefi, Yashar ; Lam, Son K..
Journal of the Academy of Marketing Science.  50 (2021)  1 - p. 22-45 , 2021
Link: https://doi.org/10.1007/..
 
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9

All that glitters is not sold: selling a luxury brand outsi..:

Gyomlai, Moumita Das ; Ahearne, Michael ; Rouziès, Dominique.
Journal of Personal Selling & Sales Management.  42 (2021)  1 - p. 26-45 , 2021
Link: https://doi.org/10.1080/..
 
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10

Open Negotiation: The Back-End Benefits of Salespeople's Tr..:

Atefi, Yashar ; Ahearne, Michael ; Hohenberg, Sebastian..
Journal of Marketing Research.  57 (2020)  6 - p. 1076-1094 , 2020
Link: https://doi.org/10.1177/..
 
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11

Open Negotiation: The Back-End Benefits of Salespeople's Tr..:

Atefi, Yashar ; Ahearne, Michael ; Hohenberg, Sebastian..
Journal of Marketing Research.  57 (2020)  6 - p. 1076-1094 , 2020
Link: https://www.jstor.org/st..
 
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12

The instantaneous commitment effect: developing stakeholder..:

Vaid, Shashank ; Ahearne, Michael
AMS Review.  11 (2020)  1-2 - p. 162-179 , 2020
Link: https://doi.org/10.1007/..
 
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13

Joint marketing and sales appointment: Uncertainty from int..:

Vaid, Shashank (Sash) ; Ahearne, Michael ; Krause, Ryan
Industrial Marketing Management.  85 (2020)  - p. 221-239 , 2020
Link: https://doi.org/10.1016/..
 
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14

Advancing sales theory through a holistic view: how social ..:

Hartmann, Nathaniel N. ; Wieland, Heiko ; Vargo, Stephen L..
Journal of Personal Selling & Sales Management.  40 (2020)  4 - p. 221-226 , 2020
Link: https://doi.org/10.1080/..
 
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15

Managing Laggards: The Importance of a Deep Sales Bench:

Boichuk, Jeffrey P. ; Bommaraju, Raghu ; Ahearne, Michael..
Journal of Marketing Research.  56 (2019)  4 - p. 652-665 , 2019
Link: https://www.jstor.org/st..
 
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