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M

Michael Ahearne

University of Houston

38H指数
173论文数
8.3K被引数
收录论文 42
发表时间
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High Tech, Not Low Touch: Empowering the B2B Sales Force Through Online Channel Integration高科技，而非低触感：通过在线渠道整合赋能B2B销售团队
errJournal of Marketing
IF10.4
err2026-03-14
err0
PREAI
errIrene Nahm; Phillip Wiseman; Michael Ahearne; Seshadri Tirunillai
err分享
err收藏
Sales Pipeline Technology: Automated Lead NurturingEXPRESS: 销售管道技术：自动化线索培育
errJournal of Marketing
IF10.4
err2025-06-11
err0
PREAI
errJohannes Habel; Nathaniel N. Hartmann; Phillip Wiseman; Michael J. Ahearne; Shashank Vaid
err分享
err收藏
The impact of the information revolution on the classical sales model
errJOURNAL OF PERSONAL SELLING & SALES MANAGEMENT
IF3.5
err2022-07-01
err3
PREAI
errPourmasoudi, Mohsen; Ahearne, Michael; Hall, Zachary; Krishnamurthy, Partha
err分享
err收藏
Managing Positive and Negative Trends in Sales Call Outcomes: The Role of Momentum
errJOURNAL OF MARKETING RESEARCH
IF5
err2022-06-23
err5
errOAAI
errNahm, Irene Y.; Ahearne, Michael J.; Lee, Nick; Tirunillai, Seshadri
err分享
err收藏
Onboarding Salespeople: Socialization Approaches
errJOURNAL OF MARKETING
IF10.4
err2022-03-08
err24
PREAI
errWiseman, Phillip; Ahearne, Michael; Hall, Zachary; Tirunillai, Seshadri
err分享
err收藏
The future of buyer-seller interactions: a conceptual framework and research agenda买卖双方互动的未来: 概念框架和研究议程
errJOURNAL OF THE ACADEMY OF MARKETING SCIENCE
IF10.1
err2021-09-29
err68
errOAAI
errAhearne, Michael; Atefi, Yashar; Lam, Son K.; Pourmasoudi, Mohsen
err分享
err收藏
All that glitters is not sold: selling a luxury brand outside a luxury environment
errJOURNAL OF PERSONAL SELLING & SALES MANAGEMENT
IF3.5
err2021-07-22
err4
PREAI
errGyomlai, Moumita Das; Ahearne, Michael; Rouzies, Dominique; Kapferer, Jean-Noel
err分享
err收藏
Advancing sales theory through a holistic view: how social structures frame selling INTRODUCTION
errJOURNAL OF PERSONAL SELLING & SALES MANAGEMENT
IF3.5
err2020-11-20
err18
errOAAI
errHartmann, Nathaniel N.; Wieland, Heiko; Vargo, Stephen L.; Ahearne, Michael
err分享
err收藏
Open Negotiation: The Back-End Benefits of Salespeople's Transparency in the Front End
errJOURNAL OF MARKETING RESEARCH
IF5
err2020-10-01
err24
PREAI
errAtefi, Yashar; Ahearne, Michael; Hohenberg, Sebastian; Hall, Zachary; Zettelmeyer, Florian
err分享
err收藏
Joint marketing and sales appointment: Uncertainty from intertwining of marketing and sales in one position
errINDUSTRIAL MARKETING MANAGEMENT
IF7.5
err2020-02-01
err16
PREAI
errVaid, Shashank (Sash); Ahearne, Michael; Krause, Ryan
err分享
err收藏
The Intersection of Service and Sales: The Increased Importance of Ambidexterity
errJOURNAL OF SERVICE RESEARCH
IF8.6
err2019-12-05
err18
errOAAI
errRapp, Adam; Baker, Tom; Hartmann, Nathaniel N.; Ahearne, Michael
err分享
err收藏
Managing Laggards: The Importance of a Deep Sales Bench
errJOURNAL OF MARKETING RESEARCH
IF5
err2019-05-17
err22
PREAI
errBoichuk, Jeffrey P.; Bommaraju, Raghu; Ahearne, Michael; Kraus, Florian; Steenburgh, Thomas J.
err分享
err收藏
Does a Customer on the Board of Directors Affect Business-to-Business Firm Performance?董事会中的客户会影响企业对企业的业绩吗？
errJOURNAL OF MARKETING
IF10.4
err2018-11-29
err39
errOAAI
errBommaraju, Raghu; Ahearne, Michael; Krause, Ryan; Tirunillai, Seshadri
err分享
err收藏
Does Selective Sales Force Training Work?
errJOURNAL OF MARKETING RESEARCH
IF5
err2018-10-12
err36
PREAI
errAtefi, Yashar; Ahearne, Michael; Maxham, James G., III; Donavan, D. Todd; Carlson, Brad D.
err分享
err收藏
The Impact of Mergers and Acquisitions on the Sales Force
errJOURNAL OF MARKETING RESEARCH
IF5
err2018-04-01
err28
PREAI
errBommaraju, Raghu; Ahearne, Michael; Hall, Zachary R.; Tirunillai, Seshadri; Lam, Son K.
err分享
err收藏
Sales force leadership during strategy implementation: a social network perspective
errJOURNAL OF THE ACADEMY OF MARKETING SCIENCE
IF10.1
err2017-08-14
err42
PREAI
errHayati, Babak; Atefi, Yashar; Ahearne, Michael
err分享
err收藏
When Sales Managers and Salespeople Disagree in the Appreciation for Their Firm: The Phenomenon of Organizational Identification Tension
errJOURNAL OF RETAILING
IF10.2
err2015-09-01
err37
PREAI
errKraus, Florian; Haumann, Till; Ahearne, Michael; Wieseke, Jan
err分享
err收藏
Know Your Customer: How Salesperson Perceptions of Customer Relationship Quality Form and Influence Account Profitability
errJOURNAL OF MARKETING
IF10.4
err2014-11-01
err144
PREAI
errMullins, Ryan R.; Ahearne, Michael; Lam, Son K.; Hall, Zachary R.; Boichuk, Jeffrey P.
err分享
err收藏
Learned Helplessness Among Newly Hired Salespeople and the Influence of Leadership
errJOURNAL OF MARKETING
IF10.4
err2014-01-01
err83
PREAI
errBoichuk, Jeffrey P.; Bolander, Willy; Hall, Zachary R.; Ahearne, Michael; Zahn, William J.; Nieves, Melissa
err分享
err收藏
Intrafunctional Competitive Intelligence and Sales Performance: A Social Network Perspective
errJOURNAL OF MARKETING
IF10.4
err2013-09-01
err76
PREAI
errAhearne, Michael; Lam, Son K.; Hayati, Babak; Kraus, Florian
err分享
err收藏

研究方向

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合作学者
合作期刊
J
John E. Mathieu
H 指数: 77 · 论文数: 232
R
Rolf van Dick
H 指数: 75 · 论文数: 423
S
Stephen L. Vargo
H 指数: 69 · 论文数: 188
P
Philip M. Podsakoff
H 指数: 67 · 论文数: 162
S
Scott MacKenzie
H 指数: 58 · 论文数: 242
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