Michael Ahearne


Michael Ahearne is the C.T. Bauer Chaired Professor in Marketing and Executive Director of the Sales Excellence Institute. at the University of Houston. Prior to joining the faculty at the University of Houston, he was a Professor at the University of Connecticut and Pennsylvania State University. He has both a PhD and master degree in marketing with a minor in decision sciences from Indiana University. He has an MBA and a bachelor degree in mathematics with honors from Worcester Polytechnic Institute. Mike's research examines factors influencing the performance of sales people, sales teams and sales organisations. He has published in the Journal of Marketing, Journal of Marketing Research, Management Science, Journal of Applied Psychology, International Journal of Research in Marketing, Journal of the Academy of Marketing Science, Journal of Management, and the Journal of Personal Selling and Sales Management, as well as several other journals. His research on technology and marketing has been profiled in Business 2.0, Business Investors Daily, and INC Magazine and many other news outlets. Mike is a co-author on the top selling professional selling textbook in the USA and worldwide - "Selling Today: Creating Customer Value." The book has been translated into numerous languages and is currently used to teach professional selling in over 30 countries. He has won several teaching Awards for his MBA and undergraduate teaching in sales management, key account management, market research and research methods. Before entering academia he played professional baseball for the Montreal Expos Organization and worked in market research for Eli Lilly and PCS Healthcare. He has substantial experience conducting marketing research in the healthcare and pharmaceutical industry.


Job Title : Visiting Professor

Management Domain
Marketing & Sales

Teaching in
Masters in Marketing Management

Expert in
Marketing & Sales


Articles in refereed journals with impact

  • Lam S. Ahearne M. Schillewaert N.  2012. A multinational examination of the symbolic instrumental framework of consumer-brand identification. Journal of International Business Studies, 43(3): 306-331.

  • Lam S. Ahearne M. Hu Y. Schillewaert N.  2010. Resistance to brand switching when a radically new brand is introduced: a social identity theory perspective. Journal of Marketing, 74

  • Ahearne M. Hughes D. Schillewaert N.  2007. Why sales reps should welcome information technology: Measuring the impact of CRM-based IT on sales effectiveness. International Journal of Research in Marketing, 24(4): 336-349.

  • Rapp A. Ahearne M. Mathieu J. Schillewaert N.  2006. The impact of knowledge and empowerment on working smart and working hard: the moderating role of experience. International Journal of Research in Marketing, 23(3): 279-293.

  • Schillewaert N. Ahearne M. Frambach R. Moenaert R.K.  2005. The adoption of information technology in the sales force. Industrial Marketing Management, 34(4): 323-336.

Articles in other (un)refereed journals

  • Noah L. Ahearne M. Ham S.  2009. Designing sales contests: Does the prize structure mattter?. Journal of Marketing Research, 46(3)

  • Ahearne M. Jones E. Rapp T. Mathieu J.  2008. High touch through high tech: the impact of salesperson technology usage on customer satisfaction and sales performance. Management Science, 54(4): 671-685.

  • Weiseke J. Ahearne M. Lam S. von Dick R.  2008. The role of leaders in internal marketing: a multilevel examination through the lens of social identity theory. Journal of Marketing, 73(2): 123-146.

  • Mathieu J. Ahearne M. Taylor S.  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.

  • Ahearne M. Jelinek R. Jones S.  2007. Examining the effect of salesperson service behavior on customer product usage in a competitive context. Journal of the Academy of Marketing Science, 35(4): 603-616.

  • Jelinek R. Ahearne M. Mathieu J. Schillewaert N.  2006. A longitudinal examination of individual, organizational and contextual factors on sales technology adoption and job performance. Journal of Marketing. Theory and Practice, 14(1): 7-23.

  • Ahearne M. Bhattacharya C.B. Gruen T.  2005. Antecedents and consequences of customer-company identification: expanding the role of relationship marketing. Journal of Applied Psychology, 90(3): 574-585.

  • Ahearne M. Mathieu J. Rapp T.  2005. To empower or not to empower your sales force? An empirical examination of the influence of empowering leader behaviors on customer satisfaction and performance. Journal of Applied Psychology, 90(5): 735-744.

Vlerick working papers

  • Schillewaert N. Ahearne M.  2001. The effects of information technology on salesperson performance. 2001

  • Schillewaert N. Ahearne M. Frambach R. Moenaert R.K.  2000. The acceptance of information technology in the sales force. 2000