- 2000 : Ph.D. in Marketing (Georgia Institute of Technology, United States of America )
- 1993 : Master of Business Administration (University of Arizona, United States of America )
- 1989 : B.A. in Economics (University of California, United States of America )
- 2015 - Present : Professor (ESSEC Business School, France)
- 2017 - 2020 : Head of the Marketing Department (ESSEC Business School, France)
Full-time academic appointments
Other Academic Appointments
- 2020 : 2020 James M. Comer Award for the Best Contribution to Selling & Sales Management Theory
- 2019 : Article “Automated adaptive selling” published in European Journal of Marketing has been selected by the editorial team as Highly Commended in the 2019 Emerald Literati Awards.
- 2016 : 2016 Louis W. Stern Award for the article “Supply Chain Contagion,” Journal of Marketing, 2008 (coauthored with James Bloodgood, Janice M. Payan).
- 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, United States of America)
- 2008 : Best Reviewer of the Year Award Journal of Personal Selling & Sales Management
- 2007 : Winner of the CBA Outstanding Research Award (Kansas State University, United States of America)
- 2005 : Best Conference Paper Award - La Londe Conference on Communications and Consumer Behavior
- 2005 : Winner of the CBA Outstanding Research Award (Kansas State University, United States of America)
- 2005 : Winner of the Ralph Reitz Teaching Award (Kansas State University, United States of America)
- 2001 : American Marketing Association Best Sales Dissertation Award
- 2001 : Finalist for Ralph Reitz Teaching Award (Kansas State University, United States of America)
- 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,.
- MC FARLAND, R. and DIXON, A. (2019). An updated taxonomy of salesperson influence tactics. Journal of Personal Selling and Sales Management,.
- 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.
Presentations at an Academic or Professional conference
- MC FARLAND, 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 MC FARLAND, 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.
- MC FARLAND, 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.
- MC FARLAND, R. and NELSON, C. (2016). A Model of Trust Recovery in the Buyer-Seller Dyad. In: European Marketing Academy Conference (EMAC) 2016.
- MC FARLAND, 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.
- 2016 - 2020 : Journal of Personal Selling and Sales Management
- 2016 - 2020 : Journal of Retailing
- 2015 - 2019 : Journal of Marketing