It’s a matter of congruence: How interpersonal identification between sales managers and salespersons shapes sales success

By Michael Ahearne, Till Haumann, Florian Kraus, J. Wieseke. 2013

102 citations recorded by the source corpus.

Subfields: Marketing, Organizational Behavior and Human Resource Management

View Paper: https://www.semanticscholar.org/paper/792d4f4499882732da8639d51d5e32dbfe3e2c4d

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Marketing

1. B. Bande
2. Fernando Jaramillo
3. J. Varela

In Organizational Behavior and Human Resource Management

1. B. Bande
2. J. Varela
3. Fernando Jaramillo
4. Jay P. Mulki
5. James Deconinck

Citations in the corpus

• Servant leadership and ethics: a dyadic examination of supervisor behaviors and salesperson perceptions (2015, background): “Ahearne et al. (2013) also acknowledge the existence of inter-individual differences in salesperson and manager assessment of control systems.”