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    Browsing Articles by Author "Ahearne, Michael"

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        A longitudinal cross-level model of leader and salesperson influences on sales force technology use and performance

        Mathieu, John; Ahearne, Michael; Taylor, Scott (Journal of Applied Psychology, 2007)
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        A longitudinal examination of individual, organizational and contextual factors on sales technology adoption and job performance

        Jelinek, Ronald; Ahearne, Michael; Mathieu, John; Schillewaert, Niels (Journal of Marketing. Theory and Practice, 2006)
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        A multinational examination of the symbolic instrumental framework of consumer-brand identification

        Lam, S.K.; Ahearne, Michael; Schillewaert, Niels (Journal of International Business Studies, 2012)
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        Antecedents and consequences of customer-company identification: expanding the role of relationship marketing

        Ahearne, Michael; Bhattacharya, C.B.; Gruen, Thomas (Journal of Applied Psychology, 2005)
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        Designing sales contests: Does the prize structure mattter?

        Noah, Lim; Ahearne, Michael; Ham, Sung (Journal of Marketing Research, 2009)
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        Examining the effect of salesperson service behavior on customer product usage in a competitive context

        Ahearne, Michael; Jelinek, Ronald; Jones, Seth G. (Journal of the Academy of Marketing Science, 2007)
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        High touch through high tech: the impact of salesperson technology usage on customer satisfaction and sales performance

        Ahearne, Michael; Jones, Eli; Rapp, Tammy; Mathieu, John (Management Science, 2008)
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        Resistance to brand switching when a radically new brand is introduced: a social identity theory perspective

        Lam, Son; Ahearne, Michael; Hu, Ye; Schillewaert, Niels (Journal of Marketing, 2010)
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        The adoption of information technology in the sales force

        Schillewaert, Niels; Ahearne, Michael; Frambach, Ruud; Moenaert, Rudy (Industrial Marketing Management, 2005)
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        The impact of knowledge and empowerment on working smart and working hard: the moderating role of experience

        Rapp, Adam; Ahearne, Michael; Mathieu, John; Schillewaert, Niels (International Journal of Research in Marketing, 2006)
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        The role of leaders in internal marketing: a multilevel examination through the lens of social identity theory

        Weiseke, Jan; Ahearne, Michael; Lam, Son; von Dick, Rolf (Journal of Marketing, 2008)
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        To empower or not to empower your sales force? An empirical examination of the influence of empowering leader behaviors on customer satisfaction and performance

        Ahearne, Michael; Mathieu, John; Rapp, Tammy (Journal of Applied Psychology, 2005)
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        Why sales reps should welcome information technology: Measuring the impact of CRM-based IT on sales effectiveness

        Ahearne, Michael; Hughes, D.; Schillewaert, Niels (International Journal of Research in Marketing, 2007)
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