| Year |
Citation |
Score |
| 2020 |
Rapp A, Baker TL, Hartmann NN, Ahearne M. The Intersection of Service and Sales: The Increased Importance of Ambidexterity: Journal of Service Research. 23: 8-12. DOI: 10.1177/1094670519892333 |
0.326 |
|
| 2020 |
Vaid S(, Ahearne M, Krause R. Joint marketing and sales appointment: Uncertainty from intertwining of marketing and sales in one position Industrial Marketing Management. 85: 221-239. DOI: 10.1016/J.Indmarman.2019.11.013 |
0.397 |
|
| 2019 |
Boichuk JP, Bommaraju R, Ahearne M, Kraus F, Steenburgh TJ. Managing Laggards: The Importance of a Deep Sales Bench Journal of Marketing Research. 56: 652-665. DOI: 10.1177/0022243718824561 |
0.38 |
|
| 2019 |
Bommaraju R, Ahearne M, Krause R, Tirunillai S. Does a Customer on the Board of Directors Affect Business-to-Business Firm Performance?: Journal of Marketing. 83: 8-23. DOI: 10.1177/0022242918815894 |
0.449 |
|
| 2018 |
Bommaraju R, Ahearne M, Hall ZR, Tirunillai S, Lam SK. The Impact of Mergers and Acquisitions on the Sales Force Journal of Marketing Research. 55: 254-264. DOI: 10.1509/Jmr.16.0059 |
0.424 |
|
| 2018 |
Atefi Y, Ahearne M, Maxham JG, Donavan DT, Carlson BD. Does Selective Sales Force Training Work Journal of Marketing Research. 55: 722-737. DOI: 10.1509/Jmr.15.0334 |
0.305 |
|
| 2018 |
Hayati B, Atefi Y, Ahearne M. Sales force leadership during strategy implementation: a social network perspective Journal of the Academy of Marketing Science. 46: 612-631. DOI: 10.1007/S11747-017-0557-2 |
0.448 |
|
| 2017 |
Vaid S(, Ahearne M. When does CEO endorsement of sales & marketing leaders help firms? The role of heavy marketing emphasis Industrial Marketing Management. 69: 185-197. DOI: 10.1016/J.Indmarman.2017.08.017 |
0.446 |
|
| 2017 |
Ahearne M. Research centers, business schools, and the world of sales Journal of the Academy of Marketing Science. 45: 461-464. DOI: 10.1007/S11747-017-0536-7 |
0.34 |
|
| 2016 |
Ahearne M, Boichuk JP, Chapman CJ, Steenburgh TJ. Real Earnings Management in Sales Journal of Accounting Research. 54: 1233-1266. DOI: 10.1111/1475-679X.12134 |
0.495 |
|
| 2015 |
Hall ZR, Ahearne M, Sujan H. The importance of starting right: The influence of accurate intuition on performance in Salesperson-Customer interactions Journal of Marketing. 79: 91-109. DOI: 10.1509/Jm.13.0505 |
0.38 |
|
| 2015 |
Kraus F, Haumann T, Ahearne M, Wieseke J. When Sales Managers and Salespeople Disagree in the Appreciation for Their Firm: The Phenomenon of Organizational Identification Tension Journal of Retailing. DOI: 10.1016/J.Jretai.2015.03.001 |
0.567 |
|
| 2014 |
Mullins R, Ahearne M, Lam SK, Hall ZR, Boichuk JP. Know Your Customer: How Salesperson Perceptions of Customer Relationship Quality Form and Influence Account Profitability Journal of Marketing. 78: 38-58. DOI: 10.1509/Jm.13.0300 |
0.481 |
|
| 2014 |
Boichuk JP, Bolander W, Hall ZR, Ahearne M, Zahn WJ, Nieves M. Learned helplessness among newly hired salespeople and the influence of leadership Journal of Marketing. 78: 95-111. DOI: 10.1509/Jm.12.0468 |
0.461 |
|
| 2014 |
Ahearne M, Lam SK, Kraus F. Performance impact of middle managers' adaptive strategy implementation: The role of social capital Strategic Management Journal. 35: 68-87. DOI: 10.1002/Smj.2086 |
0.419 |
|
| 2013 |
Ahearne M, Lam SK, Hayati B, Kraus F. Intrafunctional competitive intelligence and sales performance: A social network perspective Journal of Marketing. 77: 37-56. DOI: 10.1509/Jm.11.0217 |
0.312 |
|
| 2013 |
Ahearne M, Haumann T, Kraus F, Wieseke J. It's a matter of congruence: How interpersonal identification between sales managers and salespersons shapes sales success Journal of the Academy of Marketing Science. 41: 625-648. DOI: 10.1007/S11747-013-0333-X |
0.519 |
|
| 2013 |
Lam SK, Ahearne M, Mullins R, Hayati B, Schillewaert N. Exploring the Dynamics of Antecedents to Consumer-Brand Identification with a New Brand Journal of the Academy of Marketing Science. 41: 234-252. DOI: 10.1007/S11747-012-0301-X |
0.442 |
|
| 2012 |
Steenburgh T, Ahearne M. Motivating salespeople: what really works. Harvard Business Review. 90: 70-5, 160. PMID 22852450 |
0.339 |
|
| 2012 |
Ahearne M, Rapp A, Mariadoss BJ, Ganesan S. Challenges of CRM implementation in business-to-business markets: A contingency perspective Journal of Personal Selling and Sales Management. 32: 117-129. DOI: 10.2753/Pss0885-3134320110 |
0.476 |
|
| 2012 |
Wieseke J, Kraus F, Ahearne M, Mikolon S. Multiple identification foci and their countervailing effects on salespeople's negative headquarters stereotypes Journal of Marketing. 76: 1-20. DOI: 10.1509/Jm.10.0444 |
0.472 |
|
| 2012 |
Lam SK, Ahearne M, Schillewaert N. A Multinational Examination of the Symbolic–Instrumental Framework of Consumer–Brand Identification Journal of International Business Studies. 43: 306-331. DOI: 10.1057/Jibs.2011.54 |
0.477 |
|
| 2012 |
Kraus F, Ahearne M, Lam SK, Wieseke J. Toward a contingency framework of interpersonal influence in organizational identification diffusion Organizational Behavior and Human Decision Processes. 118: 162-178. DOI: 10.1016/J.Obhdp.2012.03.010 |
0.367 |
|
| 2010 |
Ahearne M, Rapp A. The Role of Technology at the Interface Between Salespeople and Consumers Journal of Personal Selling and Sales Management. 30: 111-120. DOI: 10.2753/Pss0885-3134300202 |
0.475 |
|
| 2010 |
Jelinek R, Ahearne M. Be Careful What You Look for: The Effect of Trait Competitiveness and Long Hours on Salesperson Deviance and Whether Meaningfulness of Work Matters The Journal of Marketing Theory and Practice. 18: 303-321. DOI: 10.2139/Ssrn.2148944 |
0.777 |
|
| 2010 |
Ahearne M, Rapp A, Hughes DE, Jindal R. Managing Sales Force Product Perceptions and Control Systems in the Success of New Product Introductions Journal of Marketing Research. 47: 764-776. DOI: 10.1509/Jmkr.47.4.764 |
0.411 |
|
| 2010 |
Ahearne M, Mackenzie SB, Podsakoff PM, Mathieu JE, Lam SK. The Role of Consensus in Sales Team Performance Journal of Marketing Research. 47: 458-469. DOI: 10.1509/Jmkr.47.3.458 |
0.471 |
|
| 2010 |
Lam SK, Ahearne M, Hu Y, Schillewaert N. Resistance to Brand Switching when a Radically New Brand is Introduced: A Social Identity Theory Perspective: Journal of Marketing. 74: 128-146. DOI: 10.1509/Jmkg.74.6.128 |
0.436 |
|
| 2010 |
Lam SK, Kraus F, Ahearne M. The Diffusion of Market Orientation Throughout the Organization: A Social Learning Theory Perspective Journal of Marketing. 74: 61-79. DOI: 10.1509/Jmkg.74.5.61 |
0.468 |
|
| 2010 |
Hughes DE, Ahearne M. Energizing the Reseller's Sales Force: The Power of Brand Identification Journal of Marketing. 74: 81-96. DOI: 10.1509/Jmkg.74.4.81 |
0.399 |
|
| 2010 |
Ahearne M, Lam SK, Mathieu JE, Bolander W. Why are Some Salespeople Better at Adapting to Organizational Change Journal of Marketing. 74: 65-79. DOI: 10.1509/Jmkg.74.3.65 |
0.307 |
|
| 2010 |
Rapp A, Ahearne M, Mathieu J, Rapp T. Managing sales teams in a virtual environment International Journal of Research in Marketing. 27: 213-224. DOI: 10.1016/J.Ijresmar.2010.02.003 |
0.422 |
|
| 2009 |
Wieseke J, Ahearne M, Lam SK, Dick Rv. The Role of Leaders in Internal Marketing Journal of Marketing. 73: 123-145. DOI: 10.1509/Jmkg.73.2.123 |
0.524 |
|
| 2009 |
Ahearne M, Kothandaraman P. Impact of Outsourcing on Business-to-Business Marketing: An Agenda for Inquiry Industrial Marketing Management. 38: 376-378. DOI: 10.1016/J.Indmarman.2009.03.004 |
0.437 |
|
| 2008 |
Ahearne M, Jones E, Rapp A, Mathieu J. High Touch Through High Tech: The Impact of Salesperson Technology Usage on Sales Performance via Mediating Mechanisms Management Science. 54: 671-685. DOI: 10.1287/Mnsc.1070.0783 |
0.514 |
|
| 2007 |
Mathieu J, Ahearne M, Taylor SR. A longitudinal cross-level model of leader and salesperson influences on sales force technology use and performance. The Journal of Applied Psychology. 92: 528-37. PMID 17371097 DOI: 10.1037/0021-9010.92.2.528 |
0.414 |
|
| 2007 |
Ahearne M, Hughes DE, Schillewaert N. Why Sales Reps Should Welcome Information Technology: Measuring the Impact of CRM-Based IT on Sales Effectiveness International Journal of Research in Marketing. 24: 336-349. DOI: 10.1016/J.Ijresmar.2007.09.003 |
0.423 |
|
| 2007 |
Ahearne M, Jelinek R, Jones E. Examining the Effect of Salesperson Service Behavior in a Competitive Context Journal of the Academy of Marketing Science. 35: 603-616. DOI: 10.1007/S11747-006-0013-1 |
0.754 |
|
| 2006 |
Jelinek R, Ahearne M. The Enemy within: Examining Salesperson Deviance and its Determinants Journal of Personal Selling and Sales Management. 26: 327-344. DOI: 10.2753/Pss0885-3134260401 |
0.78 |
|
| 2006 |
Jelinek R, Ahearne M, Mathieu J, Schillewaert N. A Longitudal Examination of Individual, Organizational, and Contextual Factors on Sales Technology Adoption and Job Performance The Journal of Marketing Theory and Practice. 14: 171-171. DOI: 10.2753/Mtp1069-6679140101 |
0.757 |
|
| 2006 |
Jelinek R, Ahearne M. The ABC's of ACB: Unveiling a Clear and Present Danger in the Sales Force Industrial Marketing Management. 35: 457-467. DOI: 10.1016/J.Indmarman.2005.04.003 |
0.778 |
|
| 2006 |
Rapp A, Ahearne M, Mathieu J, Schillewaert N. The Impact of Knowledge and Empowerment on Working Smart and Working Hard: The Moderating Role of Experience International Journal of Research in Marketing. 23: 279-293. DOI: 10.1016/J.Ijresmar.2006.02.003 |
0.554 |
|
| 2005 |
Ahearne M, Mathieu J, Rapp A. To empower or not to empower your sales force? An empirical examination of the influence of leadership empowerment behavior on customer satisfaction and performance. The Journal of Applied Psychology. 90: 945-55. PMID 16162066 DOI: 10.1037/0021-9010.90.5.945 |
0.589 |
|
| 2005 |
Ahearne M, Bhattacharya CB, Gruen T. Antecedents and consequences of customer-company identification: expanding the role of relationship marketing. The Journal of Applied Psychology. 90: 574-85. PMID 15910151 DOI: 10.1037/0021-9010.90.3.574 |
0.427 |
|
| 2005 |
Tanner JF, Ahearne M, Leigh TW, Mason CH, Moncrief WC. CRM in Sales-Intensive Organizations: A Review and Future Directions Journal of Personal Selling and Sales Management. 25: 169-180. DOI: 10.1080/08853134.2005.10749057 |
0.505 |
|
| 2005 |
Ahearne M, Jelinek R, Rapp A. Moving Beyond the Direct Effect of SFA Adoption on Salesperson Performance: Training and Support as Key Moderating Factors Industrial Marketing Management. 34: 379-388. DOI: 10.1016/J.Indmarman.2004.09.020 |
0.74 |
|
| 2004 |
Ahearne M, Srinivasan N, Weinstein L. Effect of Technology on Sales Performance: Progressing from Technology Acceptance to Technology Usage and Consequence Journal of Personal Selling and Sales Management. 24: 297-310. DOI: 10.1080/08853134.2004.10749039 |
0.361 |
|
| 1999 |
Ahearne M, Gruen TW, Jarvis CB. If looks could sell: Moderation and mediation of the attractiveness effect on salesperson performance International Journal of Research in Marketing. 16: 269-284. DOI: 10.1016/S0167-8116(99)00014-2 |
0.448 |
|
| 1998 |
MacKenzie SB, Podsakoff PM, Ahearne M. Some Possible Antecedents and Consequences of In-Role and Extra-Role Salesperson Performance Journal of Marketing. 62: 87-98. DOI: 10.1177/002224299806200306 |
0.458 |
|
| 1997 |
Podsakoff PM, Ahearne M, MacKenzie SB. Organizational citizenship behavior and the quantity and quality of work group performance. The Journal of Applied Psychology. 82: 262-70. PMID 9109284 DOI: 10.1037/0021-9010.82.2.262 |
0.478 |
|
| 1995 |
Podsakoff PM, MacKenzie SB, Ahearne M, Bommer WH. Searching for a Needle in a Haystack: Trying to Identify the Illusive Moderators of Leadership Behaviors Journal of Management. 21: 422-470. DOI: 10.1016/0149-2063(95)90015-2 |
0.441 |
|
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