Michael Ahearne is Professor and C.T. Bauer Chair in Marketing at the C.T. Bauer College of Business,

University of Houston The University of Houston (; ) is a Public university, public research university in Houston, Texas, United States. It was established in 1927 as Houston Junior College, a coeducational institution and one of multiple junior colleges formed in ...

. He is also the Research Director of the Sales Excellence Institute. He is an associate editor at several journals, including ''Journal of Marketing'', ''Journal of the Academy of Marketing Science'', ''International Journal of Research in Marketing'', and ''Journal of Service Research''. He was the editor-in-chief of the ''Journal of Personal Selling and Sales Management''. Ahearne's research has primarily focused on improving the performance of salespeople and sales organizations. He was recognized by the

American Marketing Association The American Marketing Association (AMA) is a professional association for marketing professionals with 30,000 members as of 2012. It has 76 professional chapters and 250 collegiate chapters across the United States. The AMA was formed in from t ...

as one of the ten most research-productive scholars in the field of marketing. His research has impacted business practice significantly, which led the ''Sales Education Foundation'' to select him as the inaugural winner of the ''Sales Education Foundation's Research Dissemination Award.'' Ahearne also coauthors the highest-grossing professional selling textbook in the world, ''Selling Today: Partnering to Create Customer Value'', which is used to teach undergraduate introduction to sales courses in over 30 countries.

Biography

Early life and family

Ahearne was born in Norwalk, California, raised in Albuquerque, New Mexico, and Springfield, Virginia, by his mother Germaine and father Daniel. He has two siblings, a brother named Douglas and a sister named Melissa. Married to his wife Jessica, he has two children, a daughter Molly and a son Jake.

Athletics

As a Pitcher at West Springfield High School in Springfield, VA, Ahearne was selected to both the Virginia All-State and Washington Post All-Met teams. The

Montreal Expos The Montreal Expos () were a Canadian professional baseball team based in Montreal. The Expos were the first Major League Baseball (MLB) franchise located outside the United States. They played in the National League (baseball), National League ...

signed Ahearne as a pitcher in 1986. He was assigned to Jamestown of the New York–Penn League. Ahearne later competed in

collegiate wrestling Collegiate wrestling, commonly referred to as folkstyle wrestling, is the form of wrestling practiced at the post-secondary level in the United States. This style of wrestling is also practiced at the high school, middle school, and elementary ...

and

college football College football is gridiron football that is played by teams of amateur Student athlete, student-athletes at universities and colleges. It was through collegiate competition that gridiron football American football in the United States, firs ...

at the

Worcester Polytechnic Institute The Worcester Polytechnic Institute (WPI) is a Private university, private research university in Worcester, Massachusetts, United States. Founded in 1865, WPI was one of the United States' first engineering and technology universities and now h ...

. As a wrestler, he was a four-time All-New England performer, with his best showing being the 1990–1991 academic year when he finished 3rd overall in his weight class. In the same 1990–1991 academic year, Ahearne was selected to be an NCAA Scholar All-American for his academic achievements as a student-athlete.Worcester Polytechnic Institute wrestling team history
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Education

Ahearne has both a Ph.D. and a master's degree in marketing with a minor in decision sciences from

Indiana University Indiana University (IU) is a state university system, system of Public university, public universities in the U.S. state of Indiana. The system has two core campuses, five regional campuses, and two regional centers under the administration o ...

. He also holds an MBA and a bachelor's degree in mathematics with honors from the

Career

Ahearne began his career as a professor at

Emory University Emory University is a private university, private research university in Atlanta, Georgia, United States. It was founded in 1836 as Emory College by the Methodist Episcopal Church and named in honor of Methodist bishop John Emory. Its main campu ...

in Atlanta, Georgia. He then served on the faculties at the

Pennsylvania State University The Pennsylvania State University (Penn State or PSU) is a Public university, public Commonwealth System of Higher Education, state-related Land-grant university, land-grant research university with campuses and facilities throughout Pennsyl ...

from 1998 to 2001 and at the

University of Connecticut The University of Connecticut (UConn) is a public land-grant research university system with its main campus in Storrs, Connecticut, United States. It was founded in 1881 as the Storrs Agricultural School, named after two benefactors. In 1893, ...

from 2001 to 2004. Ahearne has since been a professor at the University of Houston, where he received the C.T. Bauer Chair in Marketing in 2010. He is also the Research Director of the Sales Excellence Institute, a foundation devoted to uncovering the key drivers of sales force performance.

Consulting & Professional Speaking

As a Principal at ZS Associates as well as an independent consultant, Ahearne has consulted with over 200 companies in industries such as insurance, health care, consumer packaged goods, automotive, technology, and transportation. Based on his record of bridging academic research and practical application, he was honored as the inaugural winner of the Sales Education Foundation Research Dissemination Award for the impact of his research on business practice.

References

External links

*
SSRN website
{{DEFAULTSORT:Ahearne, Michael 1966 births Living people Worcester Polytechnic Institute alumni Kelley School of Business alumni Indiana University Bloomington alumni University of Houston faculty