Jeffrey P. Boichuk

Know Your Customer: How Salesperson Perceptions of Customer Relationship Quality Form and Influence Account Profitability

Ryan Mullins, Michael Ahearne, Son K. Lam et al. · Journal of Marketing · 2014 · 189 citations

Business, Marketing, Marketing Management +14

Real Earnings Management in Sales

Michael Ahearne, Jeffrey P. Boichuk, Craig J. Chapman et al. · Journal of Accounting Research · 2016 · 39 citations

Management, Finance, Organizational Behavior +11

Generating and sharing of market intelligence in sales teams: an economic social network perspective

Zachary R. Hall, Ryan Mullins, Niladri Syam et al. · Journal of Personal Selling and Sales Management · 2017 · 24 citations

Management, Business Economics, Economics +13

Managing Laggards: The Importance of a Deep Sales Bench

Jeffrey P. Boichuk, Raghu Bommaraju, Michael Ahearne et al. · Journal of Marketing Research · 2019 · 24 citations

Management, Leadership, Organizational Behavior +9