Michael Ahearne

8.3k total citations · 3 hit papers
94 papers, 6.1k citations indexed

About

Michael Ahearne is a scholar working on Organizational Behavior and Human Resource Management, Sociology and Political Science and Marketing. According to data from OpenAlex, Michael Ahearne has authored 94 papers receiving a total of 6.1k indexed citations (citations by other indexed papers that have themselves been cited), including 60 papers in Organizational Behavior and Human Resource Management, 28 papers in Sociology and Political Science and 27 papers in Marketing. Recurrent topics in Michael Ahearne's work include Customer Service Quality and Loyalty (39 papers), Job Satisfaction and Organizational Behavior (25 papers) and Consumer Behavior in Brand Consumption and Identification (15 papers). Michael Ahearne is often cited by papers focused on Customer Service Quality and Loyalty (39 papers), Job Satisfaction and Organizational Behavior (25 papers) and Consumer Behavior in Brand Consumption and Identification (15 papers). Michael Ahearne collaborates with scholars based in United States, Belgium and Germany. Michael Ahearne's co-authors include Scott MacKenzie, Philip M. Podsakoff, Son K. Lam, Thomas J. Steenburgh, Florian Kraus, Niels Schillewaert, Douglas E. Hughes, John E. Mathieu, Ronald Jelinek and Jan Wieseke and has published in prestigious journals such as Journal of Marketing, Strategic Management Journal and Journal of Applied Psychology.

In The Last Decade

Michael Ahearne

87 papers receiving 5.6k citations

Hit Papers

align trajectories

What are hit papers?

Hit papers significantly outperform the citation benchmark for their cohort. A paper qualifies if it has ≥500 total citations, achieves ≥1.5× the top-1% citation threshold for papers in the same subfield and year (this is the minimum needed to enter the top 1%, not the average within it), or reaches the top citation threshold in at least one of its specific research topics.

Organizational citizenship behavior and the quantity and quality of work group performance.

1997 1.1k citations Philip M. Podsakoff, Michael Ahearne et al. Journal of Applied Psychology profile →
Some Possible Antecedents and Consequences of In-Role and Extra-Role Salesperson Performance

1998 541 citations Scott MacKenzie, Philip M. Podsakoff et al. Journal of Marketing profile →
Motivating salespeople: what really works.

2012 363 citations Michael Ahearne et al. profile →

Peers — A (Enhanced Table)

Peers by citation overlap · career bar shows stage (early→late) cites · hero ref

Name	h						Papers	Cites
Michael Ahearne United States	34	3.7k	1.7k	1.6k	1.5k	1.1k	94	6.1k
Alan J. Dubinsky United States	43	3.8k 1.0×	1.8k 1.1×	1.9k 1.2×	1.3k 0.9×	1.9k 1.8×	176	7.0k
Eli Jones United States	34	2.4k 0.6×	1000 0.6×	1.3k 0.9×	1.3k 0.9×	866 0.8×	65	5.3k
Uğur Yavaş United States	42	3.9k 1.0×	2.2k 1.3×	2.0k 1.3×	990 0.7×	673 0.6×	194	6.4k
Fernando Jaramillo United States	36	3.5k 0.9×	1.1k 0.7×	958 0.6×	1.0k 0.7×	897 0.8×	60	4.9k
Lance A. Bettencourt United States	21	3.0k 0.8×	1.6k 1.0×	2.0k 1.3×	840 0.6×	508 0.5×	28	4.7k
Seigyoung Auh United States	35	2.4k 0.6×	1.4k 0.8×	2.0k 1.3×	2.3k 1.5×	698 0.7×	62	5.3k
Chieh‐Peng Lin Taiwan	42	2.5k 0.7×	2.4k 1.4×	1.4k 0.9×	1.3k 0.9×	1.9k 1.8×	148	6.2k
Piyush Sharma Australia	42	1.8k 0.5×	1.9k 1.1×	3.0k 1.9×	1.2k 0.8×	588 0.6×	174	6.0k
Paul G. Patterson Australia	44	5.2k 1.4×	3.4k 2.0×	4.3k 2.8×	1.6k 1.0×	1.9k 1.8×	107	9.4k
Lawrence B. Chonko United States	44	4.0k 1.1×	1.6k 0.9×	896 0.6×	1.5k 1.0×	2.9k 2.7×	105	7.1k

Countries citing papers authored by Michael Ahearne

Since Specialization

Citations

This map shows the geographic impact of Michael Ahearne's research. It shows the number of citations coming from papers published by authors working in each country. You can also color the map by specialization and compare the number of citations received by Michael Ahearne with the expected number of citations based on a country's size and research output (numbers larger than one mean the country cites Michael Ahearne more than expected).

Fields of papers citing papers by Michael Ahearne

Since Specialization

Physical SciencesHealth SciencesLife SciencesSocial Sciences

This network shows the impact of papers produced by Michael Ahearne. Nodes represent research fields, and links connect fields that are likely to share authors. Colored nodes show fields that tend to cite the papers produced by Michael Ahearne. The network helps show where Michael Ahearne may publish in the future.

Co-authorship network of co-authors of Michael Ahearne

This figure shows the co-authorship network connecting the top 25 collaborators of Michael Ahearne. A scholar is included among the top collaborators of Michael Ahearne based on the total number of citations received by their joint publications. Widths of edges represent the number of papers authors have co-authored together. Node borders signify the number of papers an author published with Michael Ahearne. Michael Ahearne is excluded from the visualization to improve readability, since they are connected to all nodes in the network.

All Works

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20 of 20 papers shown

Habel, Johannes, et al.. (2025). Sales Pipeline Technology: Automated Lead Nurturing. Journal of Marketing. 89(5). 66–87. 6 indexed citations

Vaid, Shashank, Michael Ahearne, Benson Honig, & Ryan Krause. (2023). Customer-related executive leadership turnover and firm performance: A dilemma of firm-level human resource contingencies. Journal of Business Research. 159. 113759–113759. 2 indexed citations

Ahearne, Michael, et al.. (2021). All that glitters is not sold: selling a luxury brand outside a luxury environment. Journal of Personal Selling and Sales Management. 42(1). 26–45. 5 indexed citations

Ahearne, Michael, et al.. (2021). The future of buyer–seller interactions: a conceptual framework and research agenda. Journal of the Academy of Marketing Science. 50(1). 22–45. 76 indexed citations

Hartmann, Nathaniel N., Heiko Wieland, Stephen L. Vargo, & Michael Ahearne. (2020). Advancing sales theory through a holistic view: how social structures frame selling. Journal of Personal Selling and Sales Management. 40(4). 221–226. 19 indexed citations

Rapp, Adam, Thomas L. Baker, Nathaniel N. Hartmann, & Michael Ahearne. (2019). The Intersection of Service and Sales: The Increased Importance of Ambidexterity. Journal of Service Research. 23(1). 8–12. 21 indexed citations

Ahearne, Michael, et al.. (2017). When does CEO endorsement of sales & marketing leaders help firms? The role of heavy marketing emphasis. Industrial Marketing Management. 69. 185–197. 15 indexed citations

Hayati, Babak, et al.. (2017). Sales force leadership during strategy implementation: a social network perspective. Journal of the Academy of Marketing Science. 46(4). 612–631. 41 indexed citations

Hall, Zachary R., Michael Ahearne, & Harish Sujan. (2015). The Importance of Starting Right: The Influence of Accurate Intuition on Performance in Salesperson–Customer Interactions. Journal of Marketing. 79(3). 91–109. 86 indexed citations

10.

Jelinek, Ronald & Michael Ahearne. (2012). Be Careful What You Look for: The Effect of Trait Competitiveness and Long Hours on Salesperson Deviance and Whether Meaningfulness of Work Matters. SSRN Electronic Journal. 2 indexed citations

11.

Lam, Son K., Florian Kraus, & Michael Ahearne. (2010). The Diffusion of Market Orientation Throughout the Organization: A Social Learning Theory Perspective. Journal of Marketing. 74(5). 61–79. 92 indexed citations

12.

Ahearne, Michael, Scott MacKenzie, Philip M. Podsakoff, John E. Mathieu, & Son K. Lam. (2010). The Role of Consensus in Sales Team Performance. Journal of Marketing Research. 47(3). 458–469.

13.

Ahearne, Michael, Son K. Lam, John E. Mathieu, & Willy Bolander. (2010). Why Are Some Salespeople Better at Adapting to Organizational Change?. Journal of Marketing. 74(3). 65–79. 69 indexed citations

14.

Wieseke, Jan, Michael Ahearne, Son K. Lam, & Rolf van Dick. (2009). The Role of Leaders in Internal Marketing. Journal of Marketing. 73(2). 123–145. 269 indexed citations

15.

Mathieu, John E., Michael Ahearne, & Scott R. Taylor. (2007). A longitudinal cross-level model of leader and salesperson influences on sales force technology use and performance.. Journal of Applied Psychology. 92(2). 528–537. 4 indexed citations

16.

Ahearne, Michael, John E. Mathieu, & Adam Rapp. (2005). To Empower or Not to Empower Your Sales Force? An Empirical Examination of the Influence of Leadership Empowerment Behavior on Customer Satisfaction and Performance.. Journal of Applied Psychology. 90(5). 945–955. 33 indexed citations

17.

Ahearne, Michael, CB Bhattacharya, & Thomas Gruen. (2005). Antecedents and Consequences of Customer-Company Identification: Expanding the Role of Relationship Marketing.. Journal of Applied Psychology. 90(3). 574–585. 45 indexed citations

18.

Ahearne, Michael, Thomas Gruen, & M. Kim Saxton. (2000). When the Product is Complex, Does the Advertisement's Conclusion Matter?. Journal of Business Research. 48(1). 55–62. 24 indexed citations

19.

MacKenzie, Scott, Philip M. Podsakoff, & Michael Ahearne. (1998). Some Possible Antecedents and Consequences of In-Role and Extra-Role Salesperson Performance. Journal of Marketing. 62(3). 87–98. 313 indexed citations

20.

Podsakoff, Philip M., Michael Ahearne, & Scott MacKenzie. (1997). Organizational citizenship behavior and the quantity and quality of work group performance.. Journal of Applied Psychology. 82(2). 262–270. 1101 indexed citations breakdown →

Rankless uses publication and citation data sourced from OpenAlex, an open and comprehensive bibliographic database. While OpenAlex provides broad and valuable coverage of the global research landscape, it—like all bibliographic datasets—has inherent limitations. These include incomplete records, variations in author disambiguation, differences in journal indexing, and delays in data updates. As a result, some metrics and network relationships displayed in Rankless may not fully capture the entirety of a scholar's output or impact.

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