Výsledky vyhľadávania - "Ahearne, Michael"

Enabling Comparability of Responses in International Sales Force Surveys: Evidence from a Cross-National Survey of Salespeople and Sales Managers.

Autori: Pourmasoudi, Mohsen Wiseman, Phillip Ahearne, Michael a ďalší

Zdroj: Journal of International Marketing; Mar2024, Vol. 32 Issue 1, p15-32, 18p

Predmety: SALES executives, EXPORT sales contracts, SALES personnel, POLITICAL science education, CROSS-cultural differences

Geografický termín: BRAZIL

Personal selling and sales management abstracts.

Autori: McClure, Colleen E.

Zdroj: Journal of Personal Selling & Sales Management; Dec2025, Vol. 45 Issue 4, p446-458, 13p

Predmety: SALES management, EMOTIONAL intelligence, ETHICAL problems, CUSTOMER relations, SALES presentations, PROFITABILITY, CONSUMER behavior

Sales Pipeline Technology: Automated Lead Nurturing.

Autori: Habel, Johannes Hartmann, Nathaniel N. Wiseman, Phillip a ďalší

Zdroj: Journal of Marketing; Sep2025, Vol. 89 Issue 5, p66-87, 22p

Predmety: AUTOMATION, SALES management, RELATIONSHIP marketing, CONSUMER behavior, TARGETED advertising, AUTOMATION software

Holistic Selling: An Emerging Paradigm in B2B Markets.

Autori: Kalwey, Tim Krafft, Manfred Lim, Yeji a ďalší

Zdroj: Journal of Marketing; Nov2025, Vol. 89 Issue 6, p77-99, 23p

Predmety: BUSINESS-to-business transactions, SALES management, SALES personnel, SALES executives, CUSTOMER relations, DIGITAL technology, CORPORATE purchasing, DECISION making in business

Onboarding Salespeople: Socialization Approaches.

Autori: Wiseman, Phillip Ahearne, Michael Hall, Zachary a ďalší

Zdroj: Journal of Marketing; Nov2022, Vol. 86 Issue 6, p13-31, 19p, 1 Diagram, 3 Charts, 2 Graphs

Predmety: TRAINING of sales personnel, EMPLOYEE orientation, ORGANIZATIONAL socialization, SALES force management, SPAN of control

Managing Positive and Negative Trends in Sales Call Outcomes: The Role of Momentum.

Autori: Nahm, Irene Y. Ahearne, Michael J. Lee, Nick a ďalší

Zdroj: Journal of Marketing Research (JMR); Dec2022, Vol. 59 Issue 6, p1120-1140, 21p, 2 Diagrams, 7 Charts

Predmety: TRENDS, SALES calls, JOB performance, SELLING, SALES personnel, SOCIAL influence, DECISION support systems

Geografický termín: EUROPE

Addressing Endogeneity Using a Two-Stage Copula Generated Regressor Approach.

Autori: Yang, Fan Qian, Yi Xie, Hui

Zdroj: Journal of Marketing Research (JMR); Aug2025, Vol. 62 Issue 4, p601-623, 23p

Predmety: ENDOGENEITY (Econometrics), MARKETING research, CAUSAL inference, INSTRUMENTAL variables (Statistics), REGRESSION analysis, MAXIMUM likelihood statistics

Global Events Demand Global Data: COVID-19 Crisis Responses and the Future of Selling and Sales Management Around the Globe.

Autori: Rouziou, Maria Bolander, Willy Peesker, Karen a ďalší

Zdroj: Journal of International Marketing; Jun2025, Vol. 33 Issue 2, p61-82, 22p

Predmety: COVID-19 pandemic, INSTITUTIONAL logic, SALES management, INDUCTION (Logic), CONSUMERS

The impact of the information revolution on the classical sales model.

Autori: Pourmasoudi, Mohsen Ahearne, Michael Hall, Zachary a ďalší

Zdroj: Journal of Personal Selling & Sales Management; Jun2022, Vol. 42 Issue 2, p193-208, 16p, 1 Diagram, 7 Charts, 2 Graphs

Predmety: CONSUMERS, DECISION making, PURCHASING

Open Negotiation: The Back-End Benefits of Salespeople's Transparency in the Front End.

Autori: Atefi, Yashar Ahearne, Michael Hohenberg, Sebastian a ďalší

Zdroj: Journal of Marketing Research (JMR); Dec2020, Vol. 57 Issue 6, p1076-1094, 19p, 1 Diagram, 3 Charts, 1 Graph

Predmety: SALES personnel, ORGANIZATIONAL transparency, NEGOTIATION, INFORMATION asymmetry, PURCHASING agents, AFTERMARKETS, TRUST

Customer-Centric Contract Changes.

Autori: Wiseman, Phillip Alavi, Sascha Habel, Johannes a ďalší

Zdroj: Journal of Marketing Research (JMR); Jun2025, Vol. 62 Issue 3, p504-525, 22p

Predmety: PURCHASING contracts, CUSTOMER relations, CUSTOMER services, RELATIONSHIP marketing, SALES personnel, SOCIAL exchange, POWER (Social sciences), SOLIDARITY

Multi-Segment and Single-Segment Sales Contests: Evidence of Their Effectiveness and the Underlying Mechanisms.

Autori: Bommaraju, Raghu Arunachalam, S. Hohenberg, Sebastian

Zdroj: Journal of Marketing Research (JMR); Jun2025, Vol. 62 Issue 3, p447-465, 19p

Predmety: SALES contests, SALES personnel, RETAIL clerks, COMPETITION in the retail industry, AGENCY theory, EXPECTANCY theories, GOAL (Psychology), GOAL setting in personnel management, SELF-determination theory

Research note: the impact of CI diversity and organizational tenure on the relationship between competitive intelligence and sales performance: a meta-analytic review.

Autori: Vieira, Valter Agnihotri, Raj Dugan, Riley

Zdroj: Journal of Personal Selling & Sales Management; Jun2025, Vol. 45 Issue 2, p122-134, 13p

Predmety: DIVERSITY in organizations, BUSINESS intelligence, ORGANIZATIONAL performance, SALES personnel, THEORY-practice relationship

Conceptual Contributions in Marketing Scholarship: Patterns, Mechanisms, and Rebalancing Options.

Autori: Kindermann, Bastian Wentzel, Daniel Antons, David a ďalší

Zdroj: Journal of Marketing; May2024, Vol. 88 Issue 3, p29-49, 21p

Predmety: MARKETING theory, COGNITIVE styles, SCIENCE & society, MARKETING periodicals, SCHOLARLY publishing, INTERVIEWING

Diversity Matters: How Film Critic Ratings Vary with Critic and Movie Cast Racial Profiles.

Autori: Hu, Ye

Zdroj: Journal of Marketing; Sep2025, Vol. 89 Issue 5, p111-129, 19p

Predmety: FILM critics, FILM criticism, TARGET marketing, GROUP identity, COLLECTIVE representation, RACE in motion pictures, MOTION picture actors & actresses

Designing sales compensation for impact: A conversation with Chad Albrecht of ZS associates.

Autori: Ahearne, Michael Ahearne, Molly

Zdroj: AMS Review; Jun2025, Vol. 15 Issue 1/2, p302-306, 5p

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

Autori: Gyomlai, Moumita Das Ahearne, Michael Rouziès, Dominique a ďalší

Zdroj: Journal of Personal Selling & Sales Management; Mar2022, Vol. 42 Issue 1, p26-45, 20p, 1 Diagram, 3 Charts, 1 Graph

Predmety: BRAND image, BRAND identification, BRANDING (Marketing), HOUSE brands, NEW product development, LUXURIES, LUXURY goods industry, FLAGSHIP stores

Conceptualizing an integrative typology of sales enablement strategy.

Autori: Friend, Scott B. Mangus, Stephanie M. Pullins, Ellen Bolman a ďalší

Zdroj: Journal of Personal Selling & Sales Management; Mar2025, Vol. 45 Issue 1, p64-81, 18p

Predmety: SCHOLARLY method, INNOVATION adoption, ORGANIZATIONAL aims & objectives, CHANGE management, MANAGEMENT philosophy, ORGANIZATIONAL learning

Zooming In on the Very Early Days: The Role of Trademark Applications in the Acquisition of Venture Capital Seed Funding.

Autori: Rieger, Verena Dreller, Anne Engelen, Andreas

Zdroj: Journal of Marketing Research (JMR); Feb2025, Vol. 62 Issue 1, p170-188, 19p

Predmety: MARKETING of new business enterprises, INVESTORS, VENTURE capital, TRADEMARK application & registration, COMPETITION in new business enterprises, TECHNOLOGICAL innovations

Sales Performance Rankings: Examining the Impact of the Type of Information Displayed on Sales Force Outcomes.

Autori: Ahearne, Molly Pourmasoudi, Mohsen Atefi, Yashar a ďalší

Zdroj: Journal of Marketing; Jan2025, Vol. 89 Issue 1, p94-116, 23p

Predmety: SALES personnel, JOB performance, SOCIAL comparison, SALES force management, LABOR turnover, SALES quotas