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McFARLAND Richard

Department : Marketing
Professor
Campus de Cergy

Contact

Biography

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.

Diplomas

  • 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)

Career

    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)

Awards

  • 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)

Journal articles

Conference Proceedings

Presentations at an Academic or Professional conference

Press article, video or other popular media

Research activities

    Editorial Board Membership

  • 2016 - 2021 : Editorial board membership - Journal of Personal Selling and Sales Management
  • 2016 - 2021 : Editorial board membership - Journal of Retailing
  • 2015 - 2019 : Editorial board membership - Journal of Marketing