Richard Mcfarland

Richard Mcfarland

École Supérieure des Sciences Économiques et Commerciales ESSEC - / France
Business & Management / Marketing
AD Scientific Index ID: 1661747
ESSEC Business School
person_outline Richard Mcfarland's MOST POPULAR ARTICLES
1-) Influence tactics for effective adaptive sellingRG McFarland, GN Challagalla, TA ShervaniJournal of Marketing 70 (4), 103-117, 20063862006
2-) Decomposing influence strategies: argument structure and dependence as determinants of the effectiveness of influence strategies in gaining channel member complianceJM Payan, RG McFarlandJournal of Marketing 69 (3), 66-79, 20053422005
3-) Supply chain contagionRG McFarland, JM Bloodgood, JM PayanJournal of Marketing 72 (2), 63-79, 20082842008
4-) Advancing sales performance research: A focus on five underresearched topic areasKR Evans, RG McFarland, B Dietz, F JaramilloJournal of Personal Selling & Sales Management 32 (1), 89-105, 20122892012
5-) Perceiving emotion in the buyer–seller interchange: the moderated impact on performanceB Kidwell, RG McFarland, RA AvilaJournal of Personal Selling & Sales Management 27 (2), 119-132, 20071522007