Richard G. McFarland
Journal Publications and Downloads
“Supply Chain Contagion,” Journal
of Marketing. Vol. 72, No. 2 (March), pp. 63-79.
Richard
G. McFarland, James M. Bloodgood, and Janice M. Payan.
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“Perceiving
Emotion in the Buyer-Seller Interchange: The Moderated Impact on Performance.” Journal
of Personal Selling & Sales Management. 2007, Vol. 27, No. 2 (Spring) Blair Kidwell, Richard G. McFarland, and Ramon Avila.
Lead Article - View Article in PDF
“Influence Tactics for Effective Adaptive Selling.”
Journal of Marketing. 2006, Vol. 70, No. 4
(October), pp. 103-117.
Richard
G. McFarland, Goutam N. Challagalla,
and Tasadduq A. Shervani.
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“An
Examination of Instrumental and Expressive Traits on Performance: The Mediating
Role of Learning, Prove, and Avoid Goal Orientations.” Journal of Personal Selling & Sales
Management.
2006, Vol. 26, No. 2 (Spring), pp. 143-159.
Richard G. McFarland and Blair Kidwell.
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Article in PDF
“Decomposing Influence Strategies: Argument
Structure and Dependence as Determinants of the Effectiveness of Influence
Strategies in Gaining Channel Member Compliance.”
Journal of Marketing. 2005, Vol. 69, No. 3
(July), pp. 66-79.
Equal contribution
with Janice M. Payan.
“The Effects of Influence Strategies and
Dependence on Satisfaction: Does Trust Mediate These Relationships?”
Journal of Marketing
Channels. 2005, Vol.
13, No. 1, pp. 3-20.
Janice M. Payan and Richard G. McFarland.
Lead Article - View
Article in PDF
“Consumer
Attribution: The Moderating Effect of Culture in an International Services
Context.”
Asian Journal of
Marketing. 2005,
Vol. 11, No. 1. pp. 5-13.
Jaebeom Suh and Richard
G. McFarland.
Lead Article - Download
Article in PDF
“New
Product Innovations: A Comparison of the Risks and Rewards of Offering New
Products and Brand Extensions.” Journal of Business & Entrepreneurship.
2004, Vol. 16, No. 2 (October), pp. 23-36.
James M. Bloodgood and Richard G. McFarland.
“Developing Interactive Advertising Strategies on the
Internet as a Function of Consumer Knowledge, Ability, and Involvement.” The
International Journal of Internet Marketing and Advertising. 2004, Vol.
1, No. 3 (July-September), pp. 300-315.
Richard G.
McFarland, Shane Van Dalsem, and Chwen Sheu.
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“Crisis
of Conscience: The Use of Coercive Sales Tactics and Resultant Felt Stress in
the Salesperson.”
Journal of Personal
Selling & Sales Management.
2003, Vol. 23, No. 4 (Fall), pp. 311-325. Sole Author.
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“The Effect of Single and Dual Sales Targets on
Sales Call Selection: Quota versus Quota Plus Bonus Plan.”
Marketing Letters. 2002, Vol. 13, No. 2, pp. 107-120.
Richard G. McFarland, Goutam
N. Challagalla, and Michael Zenor.
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“Anatomy of Exchange.” Journal of Marketing Theory and Practice. 1999, Vol. 7, No.
4 (Fall), pp. 8-19.
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Article in PDF