McFARLAND Richard
Département : Marketing
Professeur
Campus de Cergy
Contact
- email : mcfarland@essec.edu
- tél : +33 (0)1 34 43 97 14
Diplômes
- 2000 : Ph.D. en Marketing (Georgia Institute of Technology, États-Unis)
- 1993 : Master of Business Administration, Sciences de Gestion (Université d'Arizona, États-Unis)
- 1989 : B.A. en Economie (University of California, États-Unis)
Carrière
- 2015 - présent : Professeur (ESSEC Business School, France)
- 2011 - 2015 : Professeur associé (College of Business & Economics, West Virginia University, États-Unis)
- 2007 - 2011 : Professeur associé (Kansas State University, États-Unis)
- 2000 - 2007 : Professeur assistant (Kansas State University, États-Unis)
- 2017 - 2020 : Responsable du département Marketing (ESSEC Business School, France)
Positions académiques principales
Autres positions académiques
Prix
- 2020 : 2020 James M. Comer Award for the Best Contribution to Selling & Sales Management Theory
- 2019 : L'article intitulé «Automated Adaptive Selling», publié dans le European Journal of Marketing, a été sélectionné par l'équipe éditoriale dans la catégorie «Hautement recommandé» lors des Emerald Literati Awards de 2019.
- 2016 : 2016 Louis W. Stern Award pour l'article “Supply Chain Contagion,” publié dans Journal of Marketing en 2008 (co-écrit avec James Bloodgood (Kansas State University), et Janice M. Payan (University of Northern Colorado).
- 2014 : Best Reviewer of the Year Award - Journal of Personal Selling & Sales Management
- 2012 : Dean’s Awards of Distinction: Dean’s Scholar (College of Business & Economics, West Virginia University, États-Unis)
- 2008 : Best Reviewer of the Year Award Journal of Personal Selling & Sales Management
- 2007 : Gagnant du CBA Outstanding Research Award (Kansas State University, États-Unis)
- 2005 : Best Conference Paper Award - La Londe Conference on Communications and Consumer Behavior
- 2005 : Gagnant du CBA Outstanding Research Award (Kansas State University, États-Unis)
- 2005 : Gagnant du Ralph Reitz Teaching Award (Kansas State University, États-Unis)
- 2001 : American Marketing Association Best Sales Dissertation Award
- 2001 : Finaliste du Ralph Reitz Teaching Award (Kansas State University, États-Unis)
Articles
- MCFARLAND, R. and DIXON, A.L. (2021). The Impact of Salesperson Interpersonal Mentalizing Skills on Coping and Burnout: The Critical Role of Coping Oscillation. Journal of Personal Selling and Sales Management, 41(4), pp. 285-300.
- MC FARLAND, R. (2019). A Conceptual Framework of Macrolevel and Microlevel Adaptive Selling Theory, Setting a Research Agenda, and Suggested Measurement Strategies. Journal of Personal Selling and Sales Management, 39(3), pp. 207-221.
- MC FARLAND, R. and DIXON, A. (2019). An updated taxonomy of salesperson influence tactics. Journal of Personal Selling and Sales Management, 39(3), pp. 238-253.
- KAPTEIN, M., MC FARLAND, R. and PARVINEN, P. (2018). Automated Adaptive Selling. European Journal of Marketing, 52(5-6), pp. 1037-1059.
- PÖYRY, E., PARVINEN, P. and MC FARLAND, R. (2017). Generating Leads with Sequential Persuasion: Should Sales Influence Tactics Be Consistent or Complementary? Journal of Personal Selling and Sales Management, 37(2), pp. 89-99.
- BLOODGOOD, J.M., HORNSBY, J.S., RUTHERFORD, M. and MC FARLAND, R. (2017). The Role of Network Density and Betweenness Centrality in Diffusing New Venture Legitimacy: An Epidemiological Approach. International Entrepreneurship and Management Journal, 13(2), pp. 525-552.
- MCFARLAND, R., RODE, J. and SHERVANI, T. (2016). A Contingency Model of Emotional Intelligence in Professional Selling. Journal of the Academy of Marketing Science, 44(1), pp. 108-118.
- MCFARLAND, R. and WHANG, Y.O. (2013). A Psychometric Analysis and Comparison of Three Competing Communication Style Taxonomies. Journal of Selling and Major Account Management, 13(2), pp. 26-45.
- EVANS, K., MCFARLAND, R., DIETZ, B. and JARAMILLO, F. (2012). Advancing Sales Performance Research: A Focus on Five Under Researched Topic Areas. Journal of Personal Selling and Sales Management, 32(1), pp. 89-105.
- KIM, Y., YANG, B. and MCFARLAND, R. (2011). Individual Differences and Sales Performance: A Distal-proximal Mediation Model of Self-efficacy, Conscientiousness, and Extraversion. Journal of Personal Selling and Sales Management, 31(4), pp. 371-381.
- KIM, S., MCFARLAND, R., KWON, S., SHON, S. and GRIFFITH, D. (2011). Understanding Governance Decisions in a Partially Integrated Channel: A Contingent Alignment Framework. Journal of Marketing Research, 48(June), pp. 603-616.
- MCFARLAND, R., BLOODGOOD, J. and PAYAN, J. (2008). Supply Chain Contagion. Journal of Marketing, 72(March), pp. 63-79.
- BLAIR, K., MCFARLAND, R. and AVILA, R. (2007). Perceiving Emotion in the Buyer-Seller Interchange: The Moderated Impact on Performance. Journal of Personal Selling and Sales Management, 27(2), pp. 119-132.
- MCFARLAND, R. and KIDWELL, B. (2006). An Examination of Instrumental and Expressive Traits on Performance: The Mediating Role of Learning, Prove, and Avoid Goal Orientations. Journal of Personal Selling and Sales Management, 26(Spring), pp. 143-159.
- MCFARLAND, R., CHALLAGALLA, G. and SHERVANI, T. (2006). Influence Tactics for Effective Adaptive Selling. Journal of Marketing, 70(October), pp. 103-117.
- PAYAN, J. and MCFARLAND, R. (2005). Decomposing Influence Strategies: Argument Structure and Dependence as Determinants of the Effectiveness of Influence Strategies in Gaining Channel Member Compliance. Journal of Marketing, 69(July), pp. 66-79.
- PAYAN, J.M. and MCFARLAND, R. (2005). The Effects of Influence Strategies and Dependence on Satisfaction. Journal of Marketing Channels, 13(1), pp. 3-20.
- SUE, J. and MCFARLAND, R. (2005). Consumer Attribution: The Moderating Effect of Culture in an International Services Context. Asian Journal of Marketing (SING), 11(1), pp. 5-13.
- BLOODGOOD, J. and MCFARLAND, R. (2004). New Product Innovations: A Comparison of the Risks and Rewards of Offering New Products and Brand Extensions. The Journal of Business and Entrepreneurship, 16(2), pp. 23-36.
- MCFARLAND, R., DALSEM, S.V. and SHEU, C. (2004). Developing interactive advertising strategies on the internet as a function of consumer knowledge, ability, and involvement. International Journal of Internet Marketing and Advertising, 1(3), pp. 300.
- MCFARLAND, R. (2003). Crisis of Conscience: The Use of Coercive Sales Tactics and Resultant Felt Stress in the Salesperson. Journal of Personal Selling and Sales Management, 23(Fall), pp. 311-325.
- MCFARLAND, R., CHALLAGALLA, G. and ZENOR, M.J. (2002). The Effect of Single and Dual Sales Targets on Sales Call Selection: Quota versus Quota and Bonus Plan. Marketing Letters, 13(2), pp. 107-120.
- ANDERSON, W.T., CHALLAGALLA, G.N. and MCFARLAND, R. (1999). Anatomy of Exchange. Journal of Marketing Theory and Practice, 7(4), pp. 8-19.
Actes d'une conférence
Communications dans une conférence
- YENNE, K. and MCFARLAND, R. (2020). The Bigger, the Better? How the Feeling of Confinement Affects Salience in Product Quality Versus Product Price. In: Association of Consumer Research Conference. September 2020. Paris.
- MCFARLAND, R. and YENEE, K. (2020). Adapting Rational Sales Influence Tactics Across Expertise Levels. In: Global Sales Science Institute Conference. Montpellier.
- YENEE, K. and MCFARLAND, R. (2019). Selling to Experts and Novices: Adapting Rational Sales Influence Tactics to Customer Expertise Levels. In: American Marketing Association Summer Educators’ Conference. Chicago.
- MCFARLAND, R. and YENEE, K. (2019). Adapting Sales Influence Tactics Based on Customer Expertise Level. In: European Marketing Association Conference. Hamburg.
- MCFARLAND, R. (2018). Is It Personal or Just Business?: Examining the Use of Personal Appeals in Professional Buyer-Seller Relationships. In: 47th European Marketing Association Conference (EMAC 2018).
- KIM, Y. and MCFARLAND, R. (2018). The Bigger, the Better? The Influence of Store Spaciousness on the Salience of Product Attributes in Consumer Product Evaluations. In: 2018 American Marketing Association (AMA) Summer Academic Conference.
- MCFARLAND, R. and SEGGIE, S. (2018). The Logic of Failure vs. Supply Chain Agility. In: 2018 Institute for the Study of Business Markets (ISBM) Academic Conference.
- MCFARLAND, R. and NELSON, C. (2016). A Model of Trust Recovery in the Buyer-Seller Dyad. In: European Marketing Academy Conference (EMAC) 2016.
- MCFARLAND, R. and NELSON, C. (2015). Developing a Model of Trust Repair and Breach of Trust in the Buyer-Seller Dyad. In: 5th Biennial Enhancing Sales Force Productivity Conference.
Articles ou vidéos de vulgarisation
Activités de recherche
- 2016 : - présent : Membre du comité de lecture - Journal of Personal Selling and Sales Management
- 2016 - 2022 : Membre du comité de lecture - Journal of Retailing
- 2015 - 2019 : Membre du comité de lecture - Journal of Marketing
