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Number of items: 19.

Article

Boichuk, Jeffrey P. ; Bommaraju, Raghu ; Ahearne, Michael ; Kraus, Florian ORCID: 0000-0001-6807-6544 ; Steenburgh, Thomas J. (2019) Managing laggards: The importance of a deep sales bench. Journal of Marketing Research : JMR Chicago, IL 56 4 652-665 [Article]

Kraus, Florian ORCID: 0000-0001-6807-6544 ; Haumann, Till ; Ahearne, Michael ; Wieseke, Jan (2015) When sales managers and salespeople disagree in the appreciation for their firm: The phenomenon of organizational identification tension. Journal of Retailing New York, NY [u.a.] 91 3 486-515 [Article]

Kraus, Florian ORCID: 0000-0001-6807-6544 ; Ahearne, Michael ; Lam, Son K. (2014) Performance Impact of Middle Managers' Adaptive Strategy Implementation: the Role of Social Capital. Strategic Management Journal Chichester [u.a.] 35 1 68-87 [Article]

Ahearne, Michael ; Lam, Son K. ; Hayati, Babak ; Kraus, Florian ORCID: 0000-0001-6807-6544 (2013) Intrafunctional Competitive Intelligence and Sales Performance: A Social Network Perspective. Journal of Marketing : JM Chicago, Ill. 77 5 37-56 [Article]

Ahearne, Michael ; Haumann, Till ; Kraus, Florian ORCID: 0000-0001-6807-6544 ; Wieseke, Jan (2013) It's a Matter of Congruence: How Interpersonal Identification between Sales Managers and Salespersons Shapes Sales Success. Journal of the Academy of Marketing Science New York, NY 41 6 625-648 [Article]

Kraus, Florian ORCID: 0000-0001-6807-6544 ; Ahearne, Michael ; Lam, Son K. ; Wieseke, Jan (2012) Toward A Contingency Framework of Interpersonal Influence in Organizational Identification Diffusion. Organizational Behavior and Human Decision Processes Amsterdam [u.a.] 118 2 168-172 [Article]

Wieseke, Jan ; Kraus, Florian ORCID: 0000-0001-6807-6544 ; Ahearne, Michael ; Mikolon, Sven (2012) Multiple Identification Foci and Their Countervailing Effects on Salespeople's Negative Headquarters Stereotypes. Journal of Marketing : JM Chicago, Ill. 76 3 1-20 [Article]

Lam, Son K. ; Kraus, Florian ORCID: 0000-0001-6807-6544 ; Ahearne, Michael (2010) The diffusion of market orientation throughout the organization: A social learning theory perspective. Journal of Marketing : JM Chicago, IL 74 5 61-79 [Article]

Conference or workshop publication

Ahearne, Michael ; Haumann, Till ; Kraus, Florian ORCID: 0000-0001-6807-6544 ; Wieseke, Jan Challenging the Bounds of Marketing thoughts on Identification: A Relational Perspective. Rindfleisch, Aric AMA Winter and Summer Educators' Conference Proceedings 24 147-148 In: Challenging the bounds of marketing thought : AMA Winter Marketing Educators' Conference 2013 ; Las Vegas, Nevada, USA, 15 - 17 February 2013 (2013) Chicago, Ill. ; Red Hook, NY AMA Winter Marketing Educators' Conference 2013 (Las Vegas, Nev.) [Conference or workshop publication]

Kraus, Florian ORCID: 0000-0001-6807-6544 ; Haumann, Till ; Ahearne, Michael ; Wieseke, Jan ; Lam, Son K. When sales managers and salespeople disagree in the appreciation for their firm: The phenomenon of organizational identification tension. Bharadwaj, Sundar AMA Educators' Proceedings 23 111-112 In: Marketing Theory and Applications : proceedings of a meeting held 17-19 February 2012, St. Petersburg, Florida, USA (2012) Chicago, IL ; Red Hook, NY AMA Winter Marketing Educators' Conference 2012 (St. Petersburg) [Conference or workshop publication]

Wieseke, Jan ; Ahearne, Michael ; Kraus, Florian ORCID: 0000-0001-6807-6544 ; Mikolon, Sven The Janus Face of Salespersons' Social Identification: Negative Outgroup Stereotypes and their Impact on Sales Performance. Srinivasan, Raji AMA Educators' Proceedings 22 367 In: AMA Winter Educators' Conference 2011: Marketing Theory and Applications : Proceedings of a meeting held 18-20 February 2011, Austin, Texas, USA (2011) Chicago, IL ; Red Hook, NY AMA Winter Educators' Conference 2011 (Austin, TX) [Conference or workshop publication]

Ahearne, Michael ; Kraus, Florian ORCID: 0000-0001-6807-6544 ; Hughes, Douglas ; Mullins, Ryan Promoting organizational identification and improving sales performance during a layoff. Proceedings of the ... Annual Conference of the Academy of Marketing Science 40 14 In: AMS 40th Anniversary Conference 2011 : The Sustainable Global Marketplace, Coral Gables, Florida, USA May 24 - 27, 2011 (2011) Coral Gables, FL AMS Annual Conference 2011 (Coral Gables, FL) [Conference or workshop publication]

Wieseke, Jan ; Ahearne, Michael ; Kraus, Florian ORCID: 0000-0001-6807-6544 ; Mikolon, Sven Salespeople’s negative out-group stereotypes in sales organizations. Proceedings of the ... Annual Conference of the Academy of Marketing Science 40 15 In: AMS 40th Anniversary Conference 2011 : The Sustainable Global Marketplace, Coral Gables, Florida, USA May 24 - 27, 2011 (2011) Coral Gables, FL AMS Annual Conference 2011 (Coral Gables, FL) [Conference or workshop publication]

Conference presentation

Kraus, Florian ORCID: 0000-0001-6807-6544 ; Steenburgh, Thomas J. ; Ahearne, Michael ; Liutec, Carmen ; Boichuk, Jeffrey P. ; Bolander, Willy Implementing Corporate Entrepreneurship: The Marketing-Sales Interface During a New Product Launch. (2013) 35th INFORMS Marketing Science Conference (Istanbul, Turkey) [Conference presentation]

Bolander, Willy ; Ahearne, Michael ; Kraus, Florian ORCID: 0000-0001-6807-6544 Influencing Key Account Strategy Implementation: Considering the Simultaneous Impact of Push and Pull-Through Over Time. (2011) AMA Winter Educators' Conference 2011: Marketing Theory and Applications (Austin, Tex.) [Conference presentation]

Ahearne, Michael ; Bolander, Willy ; Kraus, Florian ORCID: 0000-0001-6807-6544 ; Liutec, Carmen The Marketing-Sales Interface During New Product Launch: How Can Marketing Influence the Sales Force? (2011) AMA Summer Educators Conference 2011: Delivering Value in Turbulent Times (San Francisco, Calif.) [Conference presentation]

Kraus, Florian ORCID: 0000-0001-6807-6544 ; Ahearne, Michael Organizational Identification Effects during a Downsizing: A Longitudinal Study. (2011) AMA Winter Educators' Conference 2011: Marketing Theory and Applications (Austin, Tex.) [Conference presentation]

Kraus, Florian ORCID: 0000-0001-6807-6544 ; Ahearne, Michael ; Liutec, Carmen ; Steenburgh, Thomas J. Boosting sales productivity: The man-on-the-bench effect. (2011) MSI Conference: New Developments in the Practice of Marketing Science 2011-2012: Impact and Implementation (Washington, DC) [Conference presentation]

Kraus, Florian ORCID: 0000-0001-6807-6544 ; Ahearne, Michael ; Lam, Son K. ; Wieseke, Jan Organizational Identification Diffusion Among Frontline Employees: Relative Strength of Interpersonal Influencers. (2010) AMA Winter Marketing Educators' Conference 2010 (New Orleans, Louis.) [Conference presentation]

This list was created automatically on Wed Aug 12 04:25:14 2020 CEST