Richard G. McFarland

6 catalog papers. Identity-linked publications and additional name matches are distinguished below.

ORCID: 0009-0009-2740-5466

ESSEC Business School, 3 Avenue Bernard Hirsch, 95000, Cergy-Pontoise, France

Publications

• Are you looking for something specific or just looking around? Adaptive selling on the basis of customer shopping goals in retail sales — Journal of the Academy of Marketing Science 2024
• A contingency model of emotional intelligence in professional selling — Journal of the Academy of Marketing Science 2016
• Understanding Governance Decisions in a Partially Integrated Channel: A Contingent Alignment Framework — Journal of Marketing Research 2011
• Supply Chain Contagion — Journal of Marketing 2008
• Influence Tactics for Effective Adaptive Selling — Journal of Marketing 2006
• Decomposing Influence Strategies: Argument Structure and Dependence as Determinants of the Effectiveness of Influence Strategies in Gaining Channel Member Compliance — Journal of Marketing 2005