Michael Ahearne
#53,885
Most Influential Person Now
American academic
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Michael Ahearnebusiness Degrees
Business
#262
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#286
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Sales
#1
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#1
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Marketing
#44
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#44
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Accounting
#255
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#277
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Business
Why Is Michael Ahearne Influential?
(Suggest an Edit or Addition)According to Wikipedia, Michael Ahearne is Professor and C.T. Bauer Chair in Marketing at the C.T. Bauer College of Business, University of Houston. He is also the Research Director of the Sales Excellence Institute. He is an associate editor at several journals, including Journal of Marketing, Journal of the Academy of Marketing Science, International Journal of Research in Marketing, and Journal of Service Research. He was the editor-in-chief of the Journal of Personal Selling and Sales Management.
Michael Ahearne's Published Works
Number of citations in a given year to any of this author's works
Total number of citations to an author for the works they published in a given year. This highlights publication of the most important work(s) by the author
Published Works
- Organizational Citizenship Behavior and the Quantity and Quality of Work Group Performance (1997) (1544)
- Antecedents and consequences of customer-company identification: expanding the role of relationship marketing. (2005) (990)
- To Empower or Not to Empower Your Sales Force? An Empirical Examination of the Influence of Leadership Empowerment Behavior on Customer Satisfaction and Performance (2005) (939)
- Some Possible Antecedents and Consequences of In-Role and Extra-Role Salesperson Performance (1998) (877)
- Motivating Salespeople: What Really Works (2012) (502)
- Resistance to Brand Switching when a Radically New Brand is Introduced: A Social Identity Theory Perspective (2010) (443)
- The Role of Leaders in Internal Marketing (2009) (366)
- The Adoption of Information Technology in the Sales Force (2005) (336)
- Examining the effect of salesperson service behavior in a competitive context (2007) (239)
- Energizing the Reseller's Sales Force: The Power of Brand Identification (2010) (234)
- The Diffusion of Market Orientation Throughout the Organization: A Social Learning Theory Perspective (2010) (233)
- Exploring the dynamics of antecedents to consumer–brand identification with a new brand (2013) (231)
- High Touch Through High Tech: The Impact of Salesperson Technology Usage on Sales Performance via Mediating Mechanisms (2008) (230)
- The Impact of Knowledge and Empowerment on Working Smart and Working Hard: The Moderating Role of Experience (2006) (211)
- If looks could sell: Moderation and mediation of the attractiveness effect on salesperson performance (1999) (182)
- Moving Beyond the Direct Effect of SFA Adoption on Salesperson Performance: Training and Support as Key Moderating Factors (2005) (179)
- Searching for a Needle in a Haystack: Trying to Identify the Illusive Moderators of Leadership Behaviors (1995) (169)
- Why Sales Reps Should Welcome Information Technology: Measuring the Impact of CRM-Based IT on Sales Effectiveness (2007) (169)
- Managing Sales Force Product Perceptions and Control Systemsinthe Success of New Product Introductions (2010) (168)
- Performance Impact of Middle Managers' Adaptive Strategy Implementation: the Role of Social Capital (2014) (166)
- Know Your Customer: How Salesperson Perceptions of Customer Relationship Quality Form and Influence Account Profitability (2014) (151)
- A Longitudinal Examination of Individual, Organizational, and Contextual Factors on Sales Technology Adoption and Job Performance (2006) (136)
- Why are Some Salespeople Better at Adapting to Organizational Change (2010) (126)
- Effect of Technology on Sales Performance: Progressing from Technology Acceptance to Technology Usage and Consequence (2004) (119)
- CRM in Sales-Intensive Organizations: A Review and Future Directions (2005) (114)
- The Role of Technology at the Interface Between Salespeople and Consumers (2010) (110)
- The Role of Consensus in Sales Team Performance (2010) (110)
- Moderating Effects of Goal Acceptance on the Relationship between Group Cohesiveness and Productivity (1997) (103)
- A Longitudinal Cross-Level Model of Leader and Salesperson Influences on Sales Force Technology Use and Performance (2007) (102)
- Designing Sales Contests: Does the Prize Structure Matter? (2009) (97)
- A multinational examination of the symbolic–instrumental framework of consumer–brand identification (2011) (97)
- Multiple Identification Foci and Their Countervailing Effects on Salespeople's Negative Headquarters Stereotypes (2012) (88)
- It’s a matter of congruence: How interpersonal identification between sales managers and salespersons shapes sales success (2013) (82)
- Learned Helplessness among Newly Hired Salespeople and the Influence of Leadership (2014) (79)
- The Importance of Starting Right: The Influence of Accurate Intuition on Performance in Salesperson–Customer Interactions (2015) (78)
- The Enemy Within: Examining Salesperson Deviance and its Determinants (2006) (76)
- Managing Sales Teams in a Virtual Environment (2010) (73)
- Intrafunctional Competitive Intelligence and Sales Performance: A Social Network Perspective (2013) (72)
- Challenges of CRM Implementation in Business-to-Business Markets: A Contingency Perspective (2012) (62)
- Be Careful What You Look for: The Effect of Trait Competitiveness and Long Hours on Salesperson Deviance and Whether Meaningfulness of Work Matters (2010) (58)
- The ABC's of ACB: Unveiling a Clear and Present Danger in the Sales Force (2006) (56)
- The Acceptance of Information Technology in the Sales Force (2000) (51)
- Selling Today: Creating Customer Value (2003) (46)
- Toward a contingency framework of interpersonal influence in organizational identification diffusion (2012) (45)
- Selling Today: Partnering to Create Value (2014) (40)
- When the Product is Complex, Does the Advertisement's Conclusion Matter? (2000) (38)
- Sales force leadership during strategy implementation: a social network perspective (2018) (36)
- Why Are Some Salespeople Better at Adapting to Organizational Change? (2010) (31)
- Does a Customer on the Board of Directors Affect Business-to-Business Firm Performance? (2018) (30)
- When Sales Managers and Salespeople Disagree in the Appreciation for Their Firm: The Phenomenon of Organizational Identification Tension (2015) (27)
- The Role of Leaders in Internal Marketing: A Multilevel Examination Through the Lens of Social Identity Theory (2008) (24)
- The Impact of Mergers and Acquisitions on the Sales Force (2018) (20)
- Real Earnings Management in Sales (2016) (20)
- The future of buyer–seller interactions: a conceptual framework and research agenda (2021) (18)
- The Effect of Information Technology on Salesperson Performance (2015) (16)
- Does Selective Sales Force Training Work (2018) (14)
- Managing Laggards: The Importance of a Deep Sales Bench (2019) (14)
- Does Selective Sales Force Training Work? (2018) (14)
- When does CEO endorsement of sales & marketing leaders help firms? The role of heavy marketing emphasis (2017) (13)
- Open Negotiation: The Back-End Benefits of Salespeople’s Transparency in the Front End (2020) (12)
- Joint marketing and sales appointment: Uncertainty from intertwining of marketing and sales in one position (2020) (11)
- Sales Force Performance: A Typology and Future Research Priorities (2011) (9)
- The Intersection of Service and Sales: The Increased Importance of Ambidexterity (2020) (9)
- High Touch Through High Tech: The Impact of Salesperson Technology Usage on Customer Satisfaction and Sales Performance (2008) (8)
- Advancing sales theory through a holistic view: how social structures frame selling (2020) (7)
- Research centers, business schools, and the world of sales (2017) (7)
- A multinational examination of the symbolic–instrumental framework of consumer–brand identification (2011) (6)
- Organizational Citizenship Behaviors Measure (2012) (5)
- Resistance to Brand SwitchingWhen a Radically New Brand Is Introduced: A Social IdentityTheory Perspective (2010) (4)
- Onboarding Salespeople: Socialization Approaches (2022) (3)
- Product Knowledge Scale (2015) (2)
- The instantaneous commitment effect: developing stakeholder orientation among managers (2020) (1)
- Operations‐Related Structural Flux: Firm Performance Effects of Executives’ Appointments and Exits (2021) (1)
- All that glitters is not sold: selling a luxury brand outside a luxury environment (2021) (1)
- Selling today : partnering to create value / Gerald L.Manning, Michael Ahearne, Barry L. Reece. (2014) (1)
- Antecedents and Consequences of Salesperson Perceptual (In)accuracy in Customer Relationships (2011) (0)
- Customer Orientation Scale—German Version (2015) (0)
- Promoting Organizational Identification and Improving Sales Performance During a Layoff (2011) (0)
- Salespeople’s Negative Out-group Stereotypes in Sales Organizations (2011) (0)
- The instantaneous commitment effect: developing stakeholder orientation among managers (2020) (0)
- Implementing an ambidextrous sales strategy at the front line: an internal marketing perspective (2014) (0)
- Perceived Organizational Prestige Measure—German Version (2015) (0)
- Toward a Contingency Framework of Interpersonal Information Sources in Organizational Identification Diffusion (2012) (0)
- Be CAReful WhA t You l ook fo R: the effeC t of tRAit CoMpetitiveness And l ong houRs on sAlespeRson d eviAnCe And WhetheR MeAningfulness of Wo Rk MAtteRs (2010) (0)
- Sales force leadership during strategy implementation: a social network perspective (2017) (0)
- EXPRESS: Enabling Comparability of Responses in International Sales Force Surveys: Evidence From a Cross-National Survey of Salespeople and Sales Managers (2022) (0)
- It’s a matter of congruence: How interpersonal identification between sales managers and salespersons shapes sales success (2013) (0)
- CRM as a cross-functional strategic approach concerned with creating improved shareholder value through the development of appropriate relationships with key customers and customer seg- (2011) (0)
- Challenging the Bounds of Marketing thoughts on Identification: A Relational Perspective (2013) (0)
- Discouraging Deviance: The Role of Sales Manager Empowerment (2015) (0)
- Career Stage Influence on Technology Adoption Within The Sales Force: Implications on Performance (2015) (0)
- EnergizingtheReseller 's SalesForce:ThePowerof BrandIdentification (2010) (0)
- Influencing Key Account Strategy Implementation: Considering the Simultaneous Impact of Push and Pull-Through Over Time (2011) (0)
- TheDiffusionofMarketOrientation ThroughouttheOrganization:A SocialLearningTheoryPerspective (2010) (0)
- Customer Extra Role Behaviors Scale (2012) (0)
- The Janus Face of Salespersons' Social Identification: Negative Outgroup Stereotypes and their Impact on Sales Performance (2011) (0)
- Managing Positive and Negative Trends in Sales Call Outcomes: The Role of Momentum (2022) (0)
- The future of buyer–seller interactions: a conceptual framework and research agenda (2021) (0)
- Organizational Identification Effects during a Downsizing: A Longitudinal Study (2011) (0)
- Boosting Sales Productivity: The Man-on-the-Bench Effect (2011) (0)
- The Marketing-Sales Interface During New Product Launch: How Can Marketing Influence the Sales Force? (2011) (0)
- Sales Research: Where is the Cutting Edge? (2015) (0)
- Where Does the Responsibility for Retention Rest? Modeling the Effects of Individual and Group Level Factors on Customer Retention Using Bayesian Reversible Jump Mcmc Methods (2015) (0)
- Customer-related executive leadership turnover and firm performance: A dilemma of firm-level human resource contingencies (2023) (0)
- Skilled Intuition and Selling Performance: An Abstract (2017) (0)
- Exploring the dynamics of antecedents to consumer–brand identification with a new brand (2012) (0)
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What Schools Are Affiliated With Michael Ahearne?
Michael Ahearne is affiliated with the following schools:
