Affiliation: University of Houston
- Antecedents and consequences of customer-company identification: expanding the role of relationship marketingMichael Ahearne
Department of Marketing and Entrepreneurship, Bauer School of Business, University of Houston, Houston, TX 77204, USA
J Appl Psychol 90:574-85. 2005..Second, the study found that the organization's characteristics as well as the salesperson's characteristics contributed to the development of C-C identification...
- To empower or not to empower your sales force? An empirical examination of the influence of leadership empowerment behavior on customer satisfaction and performanceMichael Ahearne
Department of Marketing, Bauer College of Business, University of Houston, TX 77204, USA
J Appl Psychol 90:945-55. 2005..The authors conclude with directions for future research and application...
- A longitudinal cross-level model of leader and salesperson influences on sales force technology use and performanceJohn Mathieu
Management Department, School of Business, University of Connecticut, Storrs, CT 06269 1041, USA
J Appl Psychol 92:528-37. 2007..Results are discussed in terms of the importance of social-psychological factors related to the success of sales force technology interventions...