McFARLAND Richard

Richard G. McFarland (Ph.D., Georgia Institute of Technology) is on the permanent faculty as a Full Professor of Marketing at ESSEC Business School near Paris, France. Before joining ESSEC, he was a tenured faculty member in the United States at both West Virginia University and at Kansas State University where he held the L. L. McAninch Endowed Chair of Business Administration.

His research and teaching interests focus on inter-organizational relationship and marketing strategies. More specifically, his research focuses on the role of institutions in driving marketing channels relationships and behaviors; influence tactics and persuasion in personal selling and business-to-business contexts; building trust and trust recovery in business-to-business relationships; and the role of emotional intelligence within sales organizations. His research has appeared in a number of leading journals, including Journal of Marketing, Journal of Marketing Research, Journal of the Academy of Marketing Science, Journal of Personal Selling & Sales Management, and Marketing Letters. He also serves on the editorial review boards of the Journal of Retailing, and the Journal of Personal Selling & Sales Management where he was twice awarded the best reviewer of the year award.

He has won numerous awards for his research and teaching, including the Ralph Reitz award for the single best teacher of the year in the Business College at Kansas State University, the best single researcher award in the Business College at Kansas State University on two occasions, The Louis Stern Award in 2016 for the most long-term, impactful research in inter-organizational research, the 2020 James M. Comer Award for best contributions to selling & sales management theory, among other awards.

• 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)

Full-time academic appointments

• 2015 - Present : Professor (ESSEC Business School, France)
• 2011 - 2015 : Associate Professor (College of Business & Economics, West Virginia University, United States of America)
• 2007 - 2011 : Associate Professor (Kansas State University, United States of America)
• 2000 - 2007 : Assistant Professor (Kansas State University, United States of America)

Other Academic Appointments

• 2017 - 2020 : Head of the Marketing Department (ESSEC Business School, France)

• 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)

• 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, In press.
• 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.

• KIM, Y. and MCFARLAND, R. (2018). Feeling Versus Reasoning. The Significant Interaction Between Salespeople's Influence Tactics and Customers' Shopping Goals. In: 2018 AMA Summer Academic Conference Proceedings. Big Ideas and New Methods in Marketing. American Marketing Association (AMA).

• 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.

• MCFARLAND, R. (2019). Selling in the Digital Age: How Personalized Sales Tactics can be Automated Online. ESSEC Knowledge.