Essec\Faculty\Model\Profile {#2190
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<p>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.</p>\n
\n
<p> </p>\n
\n
<p>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 <i>Journal of Marketing</i>, <i>Journal of Marketing Research</i>, <i>Journal of the Academy of Marketing Science</i>, <i>Journal of Personal Selling & Sales Management</i>, and <i>Marketing Letters</i>. He also serves on the editorial review boards of the <i>Journal of Retailing</i>, and the <i>Journal of Personal Selling & Sales Management</i> where he was twice awarded the best reviewer of the year award.</p>\n
\n
<p> </p>\n
\n
<p>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.</p>
"""
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11 => Essec\Faculty\Model\Distinction {#2213
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"slug" => "a-conceptual-framework-of-macrolevel-and-microlevel-adaptive-selling-theory-setting-a-research-agenda-and-suggested-measurement-strategies"
"yearMonth" => "2019-08"
"year" => "2019"
"title" => "A Conceptual Framework of Macrolevel and Microlevel Adaptive Selling Theory, Setting a Research Agenda, and Suggested Measurement Strategies"
"description" => "MC FARLAND, R. (2019). A Conceptual Framework of Macrolevel and Microlevel Adaptive Selling Theory, Setting a Research Agenda, and Suggested Measurement Strategies. <i>Journal of Personal Selling and Sales Management</i>, 39(3), pp. 207-221."
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]
"type" => array:2 [
"fr" => "Articles"
"en" => "Journal articles"
]
"support_type" => array:2 [
"fr" => "Revue scientifique"
"en" => "Scientific journal"
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => "Adaptive selling theory is one of the most important topics studied in the marketing literature. Professor Weitz and colleagues are responsible for foundational research on this topic. Weitz conceptualized adaptive selling at both the macrolevel (treating it as a single construct) and at the microlevel, where he delineates five specific steps that constitute the adaptive selling process. While research exists at both levels, most research has focused on theory development using Weitz’s macrolevel conceptualization. Thus, rich avenues for future research exist for microlevel adaptive selling theory. This article first draws a conceptual distinction between macrolevel and microlevel adaptive selling research. Next, it recommends strategies for measurement at both levels. Finally, using the ISTEA model, this article organizes divergent research into a microlevel framework and a research agenda with specific questions for future research is developed."
"en" => "Adaptive selling theory is one of the most important topics studied in the marketing literature. Professor Weitz and colleagues are responsible for foundational research on this topic. Weitz conceptualized adaptive selling at both the macrolevel (treating it as a single construct) and at the microlevel, where he delineates five specific steps that constitute the adaptive selling process. While research exists at both levels, most research has focused on theory development using Weitz’s macrolevel conceptualization. Thus, rich avenues for future research exist for microlevel adaptive selling theory. This article first draws a conceptual distinction between macrolevel and microlevel adaptive selling research. Next, it recommends strategies for measurement at both levels. Finally, using the ISTEA model, this article organizes divergent research into a microlevel framework and a research agenda with specific questions for future research is developed."
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-04-20T08:21:45.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 5.7436566
+"parent": null
}
1 => Essec\Faculty\Model\Contribution {#2217
#_index: "academ_contributions"
#_id: "642"
#_source: array:18 [
"id" => "642"
"slug" => "an-updated-taxonomy-of-salesperson-influence-tactics"
"yearMonth" => "2019-05"
"year" => "2019"
"title" => "An updated taxonomy of salesperson influence tactics"
"description" => "MC FARLAND, R. et DIXON, A. (2019). An updated taxonomy of salesperson influence tactics. <i>Journal of Personal Selling and Sales Management</i>, 39(3), pp. 238-253."
"authors" => array:2 [
0 => array:3 [
"name" => "MC FARLAND Richard"
"bid" => "B00682077"
"slug" => "mcfarland-richard"
]
1 => array:1 [
"name" => "DIXON A."
]
]
"ouvrage" => ""
"keywords" => array:5 [
0 => "Seller influence tactics"
1 => "Sales tactics"
2 => "Measurement"
3 => "Measures"
4 => "SITs"
]
"updatedAt" => "2021-09-24 10:33:27"
"publicationUrl" => "https://www.tandfonline.com/doi/abs/10.1080/08853134.2019.1592685?journalCode=rpss20"
"publicationInfo" => array:3 [
"pages" => "238-253"
"volume" => "39"
"number" => "3"
]
"type" => array:2 [
"fr" => "Articles"
"en" => "Journal articles"
]
"support_type" => array:2 [
"fr" => "Revue scientifique"
"en" => "Scientific journal"
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => "To advance research on salesperson influence tactics (the means through which salespeople persuade buyers), scholars need strong measures. We update the existing theoretically derived taxonomy of seller influence tactics (SITs), improving definitions and measurement of the original six SITs and adding a seventh influence tactic, personal appeals, to the taxonomy. The article begins by reviewing the broader persuasion and influence literature and then, more specifically, the interpersonal influence literature. The SITs taxonomy is placed in context of this literature and specific recommendations are made, including the suggested use of this taxonomy in sales research. A multistage process was used to update the measures, including a literature review, feedback of domain experts, several rounds of pretests, and a final study using 322 professional buyers to evaluate measurement characteristics and establish nomological validity for the updated SITs taxonomy. Through this work, we have broadened the appeal of the SITs framework by incorporating a new influence tactic, which will be of interest to sales researchers, and provided updated definitions of the constructs and improvements to the items used for each influence tactic. Strong arguments support the use of the SITs taxonomy versus alternative taxonomies, giving researchers confidence in their use."
"en" => "To advance research on salesperson influence tactics (the means through which salespeople persuade buyers), scholars need strong measures. We update the existing theoretically derived taxonomy of seller influence tactics (SITs), improving definitions and measurement of the original six SITs and adding a seventh influence tactic, personal appeals, to the taxonomy. The article begins by reviewing the broader persuasion and influence literature and then, more specifically, the interpersonal influence literature. The SITs taxonomy is placed in context of this literature and specific recommendations are made, including the suggested use of this taxonomy in sales research. A multistage process was used to update the measures, including a literature review, feedback of domain experts, several rounds of pretests, and a final study using 322 professional buyers to evaluate measurement characteristics and establish nomological validity for the updated SITs taxonomy. Through this work, we have broadened the appeal of the SITs framework by incorporating a new influence tactic, which will be of interest to sales researchers, and provided updated definitions of the constructs and improvements to the items used for each influence tactic. Strong arguments support the use of the SITs taxonomy versus alternative taxonomies, giving researchers confidence in their use."
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-04-20T08:21:45.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 5.7436566
+"parent": null
}
2 => Essec\Faculty\Model\Contribution {#2219
#_index: "academ_contributions"
#_id: "699"
#_source: array:18 [
"id" => "699"
"slug" => "automated-adaptive-selling"
"yearMonth" => "2018-08"
"year" => "2018"
"title" => "Automated Adaptive Selling"
"description" => "KAPTEIN, M., MC FARLAND, R. et PARVINEN, P. (2018). Automated Adaptive Selling. <i>European Journal of Marketing</i>, 52(5-6), pp. 1037-1059."
"authors" => array:3 [
0 => array:3 [
"name" => "MC FARLAND Richard"
"bid" => "B00682077"
"slug" => "mcfarland-richard"
]
1 => array:1 [
"name" => "KAPTEIN M."
]
2 => array:1 [
"name" => "PARVINEN P."
]
]
"ouvrage" => ""
"keywords" => array:5 [
0 => "Online retailing"
1 => "Adaptive selling"
2 => "E-selling"
3 => "ISTEA model"
4 => "Sales influence tactics"
]
"updatedAt" => "2021-09-24 10:33:27"
"publicationUrl" => "https://www.emerald.com/insight/content/doi/10.1108/EJM-08-2016-0485/full/html"
"publicationInfo" => array:3 [
"pages" => "1037-1059"
"volume" => "52"
"number" => "5-6"
]
"type" => array:2 [
"fr" => "Articles"
"en" => "Journal articles"
]
"support_type" => array:2 [
"fr" => "Revue scientifique"
"en" => "Scientific journal"
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => "This paper aims to develop and test a method of automating, for online retailers, the practice of adaptive selling, which is typically used by salespeople in face-to-face interactions. This method customizes persuasive messages for individual customers as they navigate a retailer’s website."
"en" => "This paper aims to develop and test a method of automating, for online retailers, the practice of adaptive selling, which is typically used by salespeople in face-to-face interactions. This method customizes persuasive messages for individual customers as they navigate a retailer’s website."
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-04-20T08:21:45.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 5.7436566
+"parent": null
}
3 => Essec\Faculty\Model\Contribution {#2216
#_index: "academ_contributions"
#_id: "1264"
#_source: array:18 [
"id" => "1264"
"slug" => "generating-leads-with-sequential-persuasion-should-sales-influence-tactics-be-consistent-or-complementary"
"yearMonth" => "2017-06"
"year" => "2017"
"title" => "Generating Leads with Sequential Persuasion: Should Sales Influence Tactics Be Consistent or Complementary?"
"description" => "PÖYRY, E., PARVINEN, P. et MC FARLAND, R. (2017). Generating Leads with Sequential Persuasion: Should Sales Influence Tactics Be Consistent or Complementary? <i>Journal of Personal Selling and Sales Management</i>, 37(2), pp. 89-99."
"authors" => array:3 [
0 => array:3 [
"name" => "MC FARLAND Richard"
"bid" => "B00682077"
"slug" => "mcfarland-richard"
]
1 => array:1 [
"name" => "PÖYRY E."
]
2 => array:1 [
"name" => "PARVINEN P."
]
]
"ouvrage" => ""
"keywords" => array:7 [
0 => "Lead generation"
1 => "Sales influence tactics"
2 => "Sequential persuasion"
3 => "Email marketing"
4 => "Telesales"
5 => "Direct marketing"
6 => "Direct sales"
]
"updatedAt" => "2021-09-24 10:33:27"
"publicationUrl" => "https://www.tandfonline.com/doi/abs/10.1080/08853134.2016.1275973?journalCode=rpss20"
"publicationInfo" => array:3 [
"pages" => "89-99"
"volume" => "37"
"number" => "2"
]
"type" => array:2 [
"fr" => "Articles"
"en" => "Journal articles"
]
"support_type" => array:2 [
"fr" => "Revue scientifique"
"en" => "Scientific journal"
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => "Firms are becoming increasingly systematic in sales lead generation activities and recognize that multiple interactions are often required to generate leads and to reassure buyers of the benefits of an offering. However, the literature is contradictory regarding what types of persuasive messages should be used across these multiple interactions. This paper investigates what combination of sales influence tactics (SITs) should be used when customers are approached more than once regarding the same offering, that is, sequentially. Should the SITs be consistent (the same), or complementary (different)? Consistent vs. complementary SIT approaches were tested in two field experiments, one with an electronics manufacturer in a single communication channel setting and one with a financial services provider in a cross-channel setting. The results supported our hypothesis and indicated that the use of complementary SITs across interactions, regardless of the order, increases lead conversion."
"en" => "Firms are becoming increasingly systematic in sales lead generation activities and recognize that multiple interactions are often required to generate leads and to reassure buyers of the benefits of an offering. However, the literature is contradictory regarding what types of persuasive messages should be used across these multiple interactions. This paper investigates what combination of sales influence tactics (SITs) should be used when customers are approached more than once regarding the same offering, that is, sequentially. Should the SITs be consistent (the same), or complementary (different)? Consistent vs. complementary SIT approaches were tested in two field experiments, one with an electronics manufacturer in a single communication channel setting and one with a financial services provider in a cross-channel setting. The results supported our hypothesis and indicated that the use of complementary SITs across interactions, regardless of the order, increases lead conversion."
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-04-20T08:21:45.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 5.7436566
+"parent": null
}
4 => Essec\Faculty\Model\Contribution {#2220
#_index: "academ_contributions"
#_id: "4606"
#_source: array:18 [
"id" => "4606"
"slug" => "feeling-versus-reasoning-the-significant-interaction-between-salespeoples-influence-tactics-and-customers-shopping-goals"
"yearMonth" => "2018-08"
"year" => "2018"
"title" => "Feeling Versus Reasoning. The Significant Interaction Between Salespeople's Influence Tactics and Customers' Shopping Goals"
"description" => "KIM, Y. et MCFARLAND, R. (2018). Feeling Versus Reasoning. The Significant Interaction Between Salespeople's Influence Tactics and Customers' Shopping Goals. Dans: <i>2018 AMA Summer Academic Conference Proceedings. Big Ideas and New Methods in Marketing</i>. American Marketing Association (AMA)."
"authors" => array:2 [
0 => array:3 [
"name" => "MCFARLAND Richard"
"bid" => "B00682077"
"slug" => "mcfarland-richard"
]
1 => array:1 [
"name" => "KIM Y."
]
]
"ouvrage" => "2018 AMA Summer Academic Conference Proceedings. Big Ideas and New Methods in Marketing"
"keywords" => []
"updatedAt" => "2021-09-24 10:33:27"
"publicationUrl" => null
"publicationInfo" => array:3 [
"pages" => null
"volume" => "29"
"number" => null
]
"type" => array:2 [
"fr" => "Actes d'une conférence"
"en" => "Conference Proceedings"
]
"support_type" => array:2 [
"fr" => "Editeur"
"en" => "Publisher"
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => "An important question to retailers is which sales tactics should be used with customers under various shopping conditions, for example, different purchasing goals. Despite this interest, the literature remains largely silent in providing theoretical guidance on this issue (McFarland et al. 2006; Evans et al. 2012). To begin to address this research gap, we develop a theoretical framework on the interaction between sales influence tactics, the mechanism utilized by salespeople to persuade customers (Brown 1990; Spiro and Perreault 1979), and customer shopping goal specificity (e.g., “just looking around” or shopping for something specific). We use construal level theory (CLT) in guiding our framework. Using CLT, we link the level of abstractness or concreteness of thoughts due to different shopping goal specificity levels. Based on this, we predict that emotional influence tactics work best when customers have a non-specific goal and rational influence tactics work best with specific goals."
"en" => "An important question to retailers is which sales tactics should be used with customers under various shopping conditions, for example, different purchasing goals. Despite this interest, the literature remains largely silent in providing theoretical guidance on this issue (McFarland et al. 2006; Evans et al. 2012). To begin to address this research gap, we develop a theoretical framework on the interaction between sales influence tactics, the mechanism utilized by salespeople to persuade customers (Brown 1990; Spiro and Perreault 1979), and customer shopping goal specificity (e.g., “just looking around” or shopping for something specific). We use construal level theory (CLT) in guiding our framework. Using CLT, we link the level of abstractness or concreteness of thoughts due to different shopping goal specificity levels. Based on this, we predict that emotional influence tactics work best when customers have a non-specific goal and rational influence tactics work best with specific goals."
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-04-20T08:21:45.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 5.7436566
+"parent": null
}
5 => Essec\Faculty\Model\Contribution {#1845
#_index: "academ_contributions"
#_id: "5316"
#_source: array:18 [
"id" => "5316"
"slug" => "a-model-of-trust-recovery-in-the-buyer-seller-dyad"
"yearMonth" => "2016-05"
"year" => "2016"
"title" => "A Model of Trust Recovery in the Buyer-Seller Dyad"
"description" => "MCFARLAND, R. et NELSON, C. (2016). A Model of Trust Recovery in the Buyer-Seller Dyad. Dans: European Marketing Academy Conference (EMAC) 2016."
"authors" => array:2 [
0 => array:3 [
"name" => "MCFARLAND Richard"
"bid" => "B00682077"
"slug" => "mcfarland-richard"
]
1 => array:1 [
"name" => "NELSON C."
]
]
"ouvrage" => "European Marketing Academy Conference (EMAC) 2016"
"keywords" => []
"updatedAt" => "2021-04-19 17:57:25"
"publicationUrl" => null
"publicationInfo" => array:3 [
"pages" => null
"volume" => null
"number" => null
]
"type" => array:2 [
"fr" => "Communications dans une conférence"
"en" => "Presentations at an Academic or Professional conference"
]
"support_type" => array:2 [
"fr" => null
"en" => null
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => null
"en" => null
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-04-20T08:21:45.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 5.7436566
+"parent": null
}
6 => Essec\Faculty\Model\Contribution {#2218
#_index: "academ_contributions"
#_id: "5734"
#_source: array:18 [
"id" => "5734"
"slug" => "developing-a-model-of-trust-repair-and-breach-of-trust-in-the-buyer-seller-dyad"
"yearMonth" => "2015-06"
"year" => "2015"
"title" => "Developing a Model of Trust Repair and Breach of Trust in the Buyer-Seller Dyad"
"description" => "MCFARLAND, R. et NELSON, C. (2015). Developing a Model of Trust Repair and Breach of Trust in the Buyer-Seller Dyad. Dans: 5th Biennial Enhancing Sales Force Productivity Conference."
"authors" => array:2 [
0 => array:3 [
"name" => "MCFARLAND Richard"
"bid" => "B00682077"
"slug" => "mcfarland-richard"
]
1 => array:1 [
"name" => "NELSON C."
]
]
"ouvrage" => "5th Biennial Enhancing Sales Force Productivity Conference"
"keywords" => []
"updatedAt" => "2021-04-19 17:57:25"
"publicationUrl" => null
"publicationInfo" => array:3 [
"pages" => null
"volume" => null
"number" => null
]
"type" => array:2 [
"fr" => "Communications dans une conférence"
"en" => "Presentations at an Academic or Professional conference"
]
"support_type" => array:2 [
"fr" => null
"en" => null
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => null
"en" => null
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-04-20T08:21:45.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 5.7436566
+"parent": null
}
7 => Essec\Faculty\Model\Contribution {#2221
#_index: "academ_contributions"
#_id: "6247"
#_source: array:18 [
"id" => "6247"
"slug" => "is-it-personal-or-just-business-examining-the-use-of-personal-appeals-in-professional-buyer-seller-relationships"
"yearMonth" => "2018-06"
"year" => "2018"
"title" => "Is It Personal or Just Business?: Examining the Use of Personal Appeals in Professional Buyer-Seller Relationships"
"description" => "MCFARLAND, R. (2018). Is It Personal or Just Business?: Examining the Use of Personal Appeals in Professional Buyer-Seller Relationships. Dans: 47th European Marketing Association Conference (EMAC 2018)."
"authors" => array:1 [
0 => array:3 [
"name" => "MCFARLAND Richard"
"bid" => "B00682077"
"slug" => "mcfarland-richard"
]
]
"ouvrage" => "47th European Marketing Association Conference (EMAC 2018)"
"keywords" => []
"updatedAt" => "2021-09-24 10:33:27"
"publicationUrl" => null
"publicationInfo" => array:3 [
"pages" => null
"volume" => null
"number" => null
]
"type" => array:2 [
"fr" => "Communications dans une conférence"
"en" => "Presentations at an Academic or Professional conference"
]
"support_type" => array:2 [
"fr" => null
"en" => null
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => null
"en" => null
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-04-20T08:21:45.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 5.7436566
+"parent": null
}
8 => Essec\Faculty\Model\Contribution {#2222
#_index: "academ_contributions"
#_id: "7268"
#_source: array:18 [
"id" => "7268"
"slug" => "the-bigger-the-better-the-influence-of-store-spaciousness-on-the-salience-of-product-attributes-in-consumer-product-evaluations"
"yearMonth" => "2018-08"
"year" => "2018"
"title" => "The Bigger, the Better? The Influence of Store Spaciousness on the Salience of Product Attributes in Consumer Product Evaluations"
"description" => "KIM, Y. et MCFARLAND, R. (2018). The Bigger, the Better? The Influence of Store Spaciousness on the Salience of Product Attributes in Consumer Product Evaluations. Dans: 2018 American Marketing Association (AMA) Summer Academic Conference."
"authors" => array:2 [
0 => array:3 [
"name" => "MCFARLAND Richard"
"bid" => "B00682077"
"slug" => "mcfarland-richard"
]
1 => array:1 [
"name" => "KIM Y."
]
]
"ouvrage" => "2018 American Marketing Association (AMA) Summer Academic Conference"
"keywords" => []
"updatedAt" => "2021-09-24 10:33:27"
"publicationUrl" => null
"publicationInfo" => array:3 [
"pages" => null
"volume" => null
"number" => null
]
"type" => array:2 [
"fr" => "Communications dans une conférence"
"en" => "Presentations at an Academic or Professional conference"
]
"support_type" => array:2 [
"fr" => null
"en" => null
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => "An important question to retailers is which sales tactics should be used with customers under various shopping conditions, for example, different purchasing goals. Despite this interest, the literature remains largely silent in providing theoretical guidance on this issue (McFarland et al. 2006; Evans et al. 2012). To begin to address this research gap, we develop a theoretical framework on the interaction between sales influence tactics, the mechanism utilized by salespeople to persuade customers (Brown 1990; Spiro and Perreault 1979), and customer shopping goal specificity (e.g., “just looking around” or shopping for something specific). We use construal level theory (CLT) in guiding our framework. Using CLT, we link the level of abstractness or concreteness of thoughts due to different shopping goal specificity levels. Based on this, we predict that emotional influence tactics work best when customers have a non-specific goal and rational influence tactics work best with specific goals."
"en" => "An important question to retailers is which sales tactics should be used with customers under various shopping conditions, for example, different purchasing goals. Despite this interest, the literature remains largely silent in providing theoretical guidance on this issue (McFarland et al. 2006; Evans et al. 2012). To begin to address this research gap, we develop a theoretical framework on the interaction between sales influence tactics, the mechanism utilized by salespeople to persuade customers (Brown 1990; Spiro and Perreault 1979), and customer shopping goal specificity (e.g., “just looking around” or shopping for something specific). We use construal level theory (CLT) in guiding our framework. Using CLT, we link the level of abstractness or concreteness of thoughts due to different shopping goal specificity levels. Based on this, we predict that emotional influence tactics work best when customers have a non-specific goal and rational influence tactics work best with specific goals."
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-04-20T08:21:45.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 5.7436566
+"parent": null
}
9 => Essec\Faculty\Model\Contribution {#2223
#_index: "academ_contributions"
#_id: "7382"
#_source: array:18 [
"id" => "7382"
"slug" => "the-logic-of-failure-vs-supply-chain-agility"
"yearMonth" => "2018-08"
"year" => "2018"
"title" => "The Logic of Failure vs. Supply Chain Agility"
"description" => "MCFARLAND, R. et SEGGIE, S. (2018). The Logic of Failure vs. Supply Chain Agility. Dans: 2018 Institute for the Study of Business Markets (ISBM) Academic Conference."
"authors" => array:2 [
0 => array:3 [
"name" => "MCFARLAND Richard"
"bid" => "B00682077"
"slug" => "mcfarland-richard"
]
1 => array:3 [
"name" => "SEGGIE Steven"
"bid" => "B00739424"
"slug" => "seggie-steven"
]
]
"ouvrage" => "2018 Institute for the Study of Business Markets (ISBM) Academic Conference"
"keywords" => []
"updatedAt" => "2021-09-24 10:33:27"
"publicationUrl" => null
"publicationInfo" => array:3 [
"pages" => null
"volume" => null
"number" => null
]
"type" => array:2 [
"fr" => "Communications dans une conférence"
"en" => "Presentations at an Academic or Professional conference"
]
"support_type" => array:2 [
"fr" => null
"en" => null
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => null
"en" => null
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-04-20T08:21:45.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 5.7436566
+"parent": null
}
10 => Essec\Faculty\Model\Contribution {#2224
#_index: "academ_contributions"
#_id: "2714"
#_source: array:18 [
"id" => "2714"
"slug" => "the-role-of-network-density-and-betweenness-centrality-in-diffusing-new-venture-legitimacy-an-epidemiological-approach"
"yearMonth" => "2017-06"
"year" => "2017"
"title" => "The Role of Network Density and Betweenness Centrality in Diffusing New Venture Legitimacy: An Epidemiological Approach"
"description" => "BLOODGOOD, J.M., HORNSBY, J.S., RUTHERFORD, M. et MC FARLAND, R. (2017). The Role of Network Density and Betweenness Centrality in Diffusing New Venture Legitimacy: An Epidemiological Approach. <i>International Entrepreneurship and Management Journal</i>, 13(2), pp. 525-552."
"authors" => array:4 [
0 => array:3 [
"name" => "MC FARLAND Richard"
"bid" => "B00682077"
"slug" => "mcfarland-richard"
]
1 => array:1 [
"name" => "BLOODGOOD J. M."
]
2 => array:1 [
"name" => "HORNSBY J. S."
]
3 => array:1 [
"name" => "RUTHERFORD M."
]
]
"ouvrage" => ""
"keywords" => []
"updatedAt" => "2021-09-24 10:33:27"
"publicationUrl" => "https://link.springer.com/article/10.1007/s11365-016-0412-9"
"publicationInfo" => array:3 [
"pages" => "525-552"
"volume" => "13"
"number" => "2"
]
"type" => array:2 [
"fr" => "Articles"
"en" => "Journal articles"
]
"support_type" => array:2 [
"fr" => "Revue scientifique"
"en" => "Scientific journal"
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => "To survive and grow, new ventures must establish initial legitimacy, and subsequently diffuse this legitimacy through a given population. While the notion of initial legitimacy has received substantial attention in the recent literature, diffusion has not. This work endeavors to outline the legitimacy diffusion process via drawing parallels with the field of epidemiology."
"en" => "To survive and grow, new ventures must establish initial legitimacy, and subsequently diffuse this legitimacy through a given population. While the notion of initial legitimacy has received substantial attention in the recent literature, diffusion has not. This work endeavors to outline the legitimacy diffusion process via drawing parallels with the field of epidemiology."
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-04-20T08:21:45.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 5.7436566
+"parent": null
}
11 => Essec\Faculty\Model\Contribution {#2225
#_index: "academ_contributions"
#_id: "10051"
#_source: array:18 [
"id" => "10051"
"slug" => "decomposing-influence-strategies-argument-structure-and-dependence-as-determinants-of-the-effectiveness-of-influence-strategies-in-gaining-channel-member-compliance"
"yearMonth" => "2005-07"
"year" => "2005"
"title" => "Decomposing Influence Strategies: Argument Structure and Dependence as Determinants of the Effectiveness of Influence Strategies in Gaining Channel Member Compliance"
"description" => "PAYAN, J. et MCFARLAND, R. (2005). Decomposing Influence Strategies: Argument Structure and Dependence as Determinants of the Effectiveness of Influence Strategies in Gaining Channel Member Compliance. <i>Journal of Marketing</i>, 69(July), pp. 66-79."
"authors" => array:2 [
0 => array:3 [
"name" => "MCFARLAND Richard"
"bid" => "B00682077"
"slug" => "mcfarland-richard"
]
1 => array:1 [
"name" => "PAYAN Janice"
]
]
"ouvrage" => ""
"keywords" => []
"updatedAt" => "2021-07-13 14:31:25"
"publicationUrl" => null
"publicationInfo" => array:3 [
"pages" => "66-79"
"volume" => "69"
"number" => "July"
]
"type" => array:2 [
"fr" => "Articles"
"en" => "Journal articles"
]
"support_type" => array:2 [
"fr" => "Revue scientifique"
"en" => "Scientific journal"
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => null
"en" => null
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-04-20T08:21:45.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 5.7436566
+"parent": null
}
12 => Essec\Faculty\Model\Contribution {#2226
#_index: "academ_contributions"
#_id: "10103"
#_source: array:18 [
"id" => "10103"
"slug" => "an-examination-of-instrumental-and-expressive-traits-on-performance-the-mediating-role-of-learning-prove-and-avoid-goal-orientations"
"yearMonth" => "2006-04"
"year" => "2006"
"title" => "An Examination of Instrumental and Expressive Traits on Performance: The Mediating Role of Learning, Prove, and Avoid Goal Orientations"
"description" => "MCFARLAND, R. et KIDWELL, B. (2006). An Examination of Instrumental and Expressive Traits on Performance: The Mediating Role of Learning, Prove, and Avoid Goal Orientations. <i>Journal of Personal Selling and Sales Management</i>, 26(Spring), pp. 143-159."
"authors" => array:2 [
0 => array:3 [
"name" => "MCFARLAND Richard"
"bid" => "B00682077"
"slug" => "mcfarland-richard"
]
1 => array:1 [
"name" => "KIDWELL Blair"
]
]
"ouvrage" => ""
"keywords" => []
"updatedAt" => "2021-07-13 14:31:27"
"publicationUrl" => "http://www.tandfonline.com/doi/pdf/10.2753/PSS0885-3134260203"
"publicationInfo" => array:3 [
"pages" => "143-159"
"volume" => "26"
"number" => "Spring"
]
"type" => array:2 [
"fr" => "Articles"
"en" => "Journal articles"
]
"support_type" => array:2 [
"fr" => "Revue scientifique"
"en" => "Scientific journal"
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => null
"en" => null
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-04-20T08:21:45.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 5.7436566
+"parent": null
}
13 => Essec\Faculty\Model\Contribution {#2227
#_index: "academ_contributions"
#_id: "10129"
#_source: array:18 [
"id" => "10129"
"slug" => "influence-tactics-for-effective-adaptive-selling"
"yearMonth" => "2006-10"
"year" => "2006"
"title" => "Influence Tactics for Effective Adaptive Selling"
"description" => "MCFARLAND, R., CHALLAGALLA, G. et SHERVANI, T. (2006). Influence Tactics for Effective Adaptive Selling. <i>Journal of Marketing</i>, 70(October), pp. 103-117."
"authors" => array:3 [
0 => array:3 [
"name" => "MCFARLAND Richard"
"bid" => "B00682077"
"slug" => "mcfarland-richard"
]
1 => array:1 [
"name" => "CHALLAGALLA Goutam"
]
2 => array:1 [
"name" => "SHERVANI Tasadduq"
]
]
"ouvrage" => ""
"keywords" => []
"updatedAt" => "2021-07-13 14:31:27"
"publicationUrl" => null
"publicationInfo" => array:3 [
"pages" => "103-117"
"volume" => "70"
"number" => "October"
]
"type" => array:2 [
"fr" => "Articles"
"en" => "Journal articles"
]
"support_type" => array:2 [
"fr" => "Revue scientifique"
"en" => "Scientific journal"
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => null
"en" => null
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-04-20T08:21:45.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 5.7436566
+"parent": null
}
14 => Essec\Faculty\Model\Contribution {#2228
#_index: "academ_contributions"
#_id: "10212"
#_source: array:18 [
"id" => "10212"
"slug" => "perceiving-emotion-in-the-buyer-seller-interchange-the-moderated-impact-on-performance"
"yearMonth" => "2007-04"
"year" => "2007"
"title" => "Perceiving Emotion in the Buyer-Seller Interchange: The Moderated Impact on Performance"
"description" => "BLAIR, K., MCFARLAND, R. et AVILA, R. (2007). Perceiving Emotion in the Buyer-Seller Interchange: The Moderated Impact on Performance. <i>Journal of Personal Selling and Sales Management</i>, 27(2), pp. 119-132."
"authors" => array:3 [
0 => array:3 [
"name" => "MCFARLAND Richard"
"bid" => "B00682077"
"slug" => "mcfarland-richard"
]
1 => array:1 [
"name" => "BLAIR Kidwell"
]
2 => array:1 [
"name" => "AVILA Ramon"
]
]
"ouvrage" => ""
"keywords" => []
"updatedAt" => "2021-07-13 14:31:29"
"publicationUrl" => "http://www.tandfonline.com/doi/pdf/10.2753/PSS0885-3134270201"
"publicationInfo" => array:3 [
"pages" => "119-132"
"volume" => "27"
"number" => "2"
]
"type" => array:2 [
"fr" => "Articles"
"en" => "Journal articles"
]
"support_type" => array:2 [
"fr" => "Revue scientifique"
"en" => "Scientific journal"
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => null
"en" => null
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-04-20T08:21:45.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 5.7436566
+"parent": null
}
15 => Essec\Faculty\Model\Contribution {#2229
#_index: "academ_contributions"
#_id: "10292"
#_source: array:18 [
"id" => "10292"
"slug" => "supply-chain-contagion"
"yearMonth" => "2008-03"
"year" => "2008"
"title" => "Supply Chain Contagion"
"description" => "MCFARLAND, R., BLOODGOOD, J. et PAYAN, J. (2008). Supply Chain Contagion. <i>Journal of Marketing</i>, 72(March), pp. 63-79."
"authors" => array:3 [
0 => array:3 [
"name" => "MCFARLAND Richard"
"bid" => "B00682077"
"slug" => "mcfarland-richard"
]
1 => array:1 [
"name" => "BLOODGOOD James"
]
2 => array:1 [
"name" => "PAYAN Janice"
]
]
"ouvrage" => ""
"keywords" => []
"updatedAt" => "2021-07-13 14:31:31"
"publicationUrl" => null
"publicationInfo" => array:3 [
"pages" => "63-79"
"volume" => "72"
"number" => "March"
]
"type" => array:2 [
"fr" => "Articles"
"en" => "Journal articles"
]
"support_type" => array:2 [
"fr" => "Revue scientifique"
"en" => "Scientific journal"
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => "Drawing on research from the interfirm relationship, marketing channels, operations management, and network theory literature and on the basis of qualitative depth interviews, the authors identify a new phenomenon they call “supply chain contagion.” Supply chain contagion is the propagation of interfirm behaviors from one dyadic relationship to an adjacent dyadic relationship within the supply chain. Contagion can occur inadvertently and with or without the knowledge of the affected parties. Using institutional theory, the authors develop a conceptual model that predicts the conditions under which contagion is likely to occur. Although contagion may take the form of any number of interfirm behaviors, operationally, the authors focus on whether the downstream influence strategies that manufacturers use with their dealers are imitated by these same dealers with end customers. They conduct conclusive research using a sample of 151 vertically linked manufacturer–dealer–customer supply chain triads and explain a large variance (R2 = .30) in the use of downstream influence strategies in terms of supply chain contagion. Given extensive prior empirical support for alternative antecedents to influence strategy usage, the explanatory power of supply chain contagion is impressive and suggests that how intermediaries treat end customers is explained, to a large degree, as the intermediaries simply imitating how their suppliers treated them. In addition to the identification of a new theoretical concept, the study provides empirical support for the effects of both macro- and microinstitutional factors on interfirm behavior. Specific factors that are positively related to the level of manifest contagion are environmental uncertainty and the perceived similarity and frequency of contact between boundary personnel; dependence asymmetry has a negative effect on manifest contagion. Managers and boundary-spanning personnel who are aware of supply chain contagion effects should be better able to influence strategically the behavior of channel partners and may be better inoculated against their own unintended imitation of other organizations within their supply chain."
"en" => "Drawing on research from the interfirm relationship, marketing channels, operations management, and network theory literature and on the basis of qualitative depth interviews, the authors identify a new phenomenon they call “supply chain contagion.” Supply chain contagion is the propagation of interfirm behaviors from one dyadic relationship to an adjacent dyadic relationship within the supply chain. Contagion can occur inadvertently and with or without the knowledge of the affected parties. Using institutional theory, the authors develop a conceptual model that predicts the conditions under which contagion is likely to occur. Although contagion may take the form of any number of interfirm behaviors, operationally, the authors focus on whether the downstream influence strategies that manufacturers use with their dealers are imitated by these same dealers with end customers. They conduct conclusive research using a sample of 151 vertically linked manufacturer–dealer–customer supply chain triads and explain a large variance (R2 = .30) in the use of downstream influence strategies in terms of supply chain contagion. Given extensive prior empirical support for alternative antecedents to influence strategy usage, the explanatory power of supply chain contagion is impressive and suggests that how intermediaries treat end customers is explained, to a large degree, as the intermediaries simply imitating how their suppliers treated them. In addition to the identification of a new theoretical concept, the study provides empirical support for the effects of both macro- and microinstitutional factors on interfirm behavior. Specific factors that are positively related to the level of manifest contagion are environmental uncertainty and the perceived similarity and frequency of contact between boundary personnel; dependence asymmetry has a negative effect on manifest contagion. Managers and boundary-spanning personnel who are aware of supply chain contagion effects should be better able to influence strategically the behavior of channel partners and may be better inoculated against their own unintended imitation of other organizations within their supply chain."
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-04-20T08:21:45.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 5.7436566
+"parent": null
}
16 => Essec\Faculty\Model\Contribution {#2230
#_index: "academ_contributions"
#_id: "10425"
#_source: array:18 [
"id" => "10425"
"slug" => "individual-differences-and-sales-performance-a-distal-proximal-mediation-model-of-self-efficacy-conscientiousness-and-extraversion"
"yearMonth" => "2011-11"
"year" => "2011"
"title" => "Individual Differences and Sales Performance: A Distal-proximal Mediation Model of Self-efficacy, Conscientiousness, and Extraversion"
"description" => "KIM, Y., YANG, B. et MCFARLAND, R. (2011). Individual Differences and Sales Performance: A Distal-proximal Mediation Model of Self-efficacy, Conscientiousness, and Extraversion. <i>Journal of Personal Selling and Sales Management</i>, 31(4), pp. 371-381."
"authors" => array:3 [
0 => array:3 [
"name" => "MCFARLAND Richard"
"bid" => "B00682077"
"slug" => "mcfarland-richard"
]
1 => array:1 [
"name" => "KIM Youngchan"
]
2 => array:1 [
"name" => "YANG Byunghwa"
]
]
"ouvrage" => ""
"keywords" => []
"updatedAt" => "2021-07-13 14:31:35"
"publicationUrl" => "http://www.tandfonline.com/doi/pdf/10.2753/PSS0885-3134310401"
"publicationInfo" => array:3 [
"pages" => "371-381"
"volume" => "31"
"number" => "4"
]
"type" => array:2 [
"fr" => "Articles"
"en" => "Journal articles"
]
"support_type" => array:2 [
"fr" => "Revue scientifique"
"en" => "Scientific journal"
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => "Hiring individuals with the traits to succeed as professional salespeople is critical for the success of selling organizations. Better understanding the roles of individual traits (e.g., conscientiousness, extroversion, and self-efficacy) in explaining sales performance can lead to better hiring decisions. Based on the distal-proximal theoretical framework of motivation, we predict that conscientiousness and extroversion, as distal traits, have a mediated effect on sales performance through the proximal motivational factor of self-efficacy. Using data consisting of 980 responses from salespeople working for one of the largest insurance companies in South Korea, we find strong support for our hypotheses, and our results lend support for the distal-proximal theory. Conclusions, implications for managers and researchers, and directions for future research are discussed."
"en" => "Hiring individuals with the traits to succeed as professional salespeople is critical for the success of selling organizations. Better understanding the roles of individual traits (e.g., conscientiousness, extroversion, and self-efficacy) in explaining sales performance can lead to better hiring decisions. Based on the distal-proximal theoretical framework of motivation, we predict that conscientiousness and extroversion, as distal traits, have a mediated effect on sales performance through the proximal motivational factor of self-efficacy. Using data consisting of 980 responses from salespeople working for one of the largest insurance companies in South Korea, we find strong support for our hypotheses, and our results lend support for the distal-proximal theory. Conclusions, implications for managers and researchers, and directions for future research are discussed."
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-04-20T08:21:45.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 5.7436566
+"parent": null
}
17 => Essec\Faculty\Model\Contribution {#2231
#_index: "academ_contributions"
#_id: "10439"
#_source: array:18 [
"id" => "10439"
"slug" => "understanding-governance-decisions-in-a-partially-integrated-channel-a-contingent-alignment-framework"
"yearMonth" => "2011-06"
"year" => "2011"
"title" => "Understanding Governance Decisions in a Partially Integrated Channel: A Contingent Alignment Framework"
"description" => "KIM, S., MCFARLAND, R., KWON, S., SHON, S. et GRIFFITH, D. (2011). Understanding Governance Decisions in a Partially Integrated Channel: A Contingent Alignment Framework. <i>Journal of Marketing Research</i>, 48(June), pp. 603-616."
"authors" => array:5 [
0 => array:3 [
"name" => "MCFARLAND Richard"
"bid" => "B00682077"
"slug" => "mcfarland-richard"
]
1 => array:1 [
"name" => "KIM Stephen"
]
2 => array:1 [
"name" => "KWON Soongi"
]
3 => array:1 [
"name" => "SHON Sanggi"
]
4 => array:1 [
"name" => "GRIFFITH David"
]
]
"ouvrage" => ""
"keywords" => []
"updatedAt" => "2021-07-13 14:31:35"
"publicationUrl" => "https://www.researchgate.net/publication/259888800_Understanding_Governance_Decisions_in_a_Partially_Integrated_Channel_A_Contingent_Alignment_Framework"
"publicationInfo" => array:3 [
"pages" => "603-616"
"volume" => "48"
"number" => "June"
]
"type" => array:2 [
"fr" => "Articles"
"en" => "Journal articles"
]
"support_type" => array:2 [
"fr" => "Revue scientifique"
"en" => "Scientific journal"
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => "This article examines governance decisions within an emerging and increasingly common form of channel: the partially integrated channel (PIC). The PIC is defined as a single vertical channel in which both market governance and hierarchical governance exist (i.e., the employees of one channel member work on a full-time basis at an exchange partner's facilities, performing functions that the exchange partner traditionally performs). Building on the transaction cost analysis and governance value analysis literature streams, the authors examine ongoing governance decisions within the PIC. Data were collected in the fashion apparel market of South Korea using multisource, reciprocally matched data in which a manufacturer's directly employed sales force is deployed at department store retailers as the sole frontline employees for their brand. The authors find that brand reputation, downstream market uncertainty, and sales force performance ambiguity influence manufacturer control over sales operations and manufacturer flexibility with retailers in unique ways. The authors discuss implications of this work for theory and practice."
"en" => "This article examines governance decisions within an emerging and increasingly common form of channel: the partially integrated channel (PIC). The PIC is defined as a single vertical channel in which both market governance and hierarchical governance exist (i.e., the employees of one channel member work on a full-time basis at an exchange partner's facilities, performing functions that the exchange partner traditionally performs). Building on the transaction cost analysis and governance value analysis literature streams, the authors examine ongoing governance decisions within the PIC. Data were collected in the fashion apparel market of South Korea using multisource, reciprocally matched data in which a manufacturer's directly employed sales force is deployed at department store retailers as the sole frontline employees for their brand. The authors find that brand reputation, downstream market uncertainty, and sales force performance ambiguity influence manufacturer control over sales operations and manufacturer flexibility with retailers in unique ways. The authors discuss implications of this work for theory and practice."
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-04-20T08:21:45.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 5.7436566
+"parent": null
}
18 => Essec\Faculty\Model\Contribution {#2232
#_index: "academ_contributions"
#_id: "10446"
#_source: array:18 [
"id" => "10446"
"slug" => "advancing-sales-performance-research-a-focus-on-five-under-researched-topic-areas"
"yearMonth" => "2012-01"
"year" => "2012"
"title" => "Advancing Sales Performance Research: A Focus on Five Under Researched Topic Areas"
"description" => "EVANS, K., MCFARLAND, R., DIETZ, B. et JARAMILLO, F. (2012). Advancing Sales Performance Research: A Focus on Five Under Researched Topic Areas. <i>Journal of Personal Selling and Sales Management</i>, 32(1), pp. 89-105."
"authors" => array:4 [
0 => array:3 [
"name" => "MCFARLAND Richard"
"bid" => "B00682077"
"slug" => "mcfarland-richard"
]
1 => array:1 [
"name" => "EVANS Kenneth"
]
2 => array:1 [
"name" => "DIETZ Bart"
]
3 => array:1 [
"name" => "JARAMILLO Fernando"
]
]
"ouvrage" => ""
"keywords" => []
"updatedAt" => "2021-07-13 14:31:35"
"publicationUrl" => "http://www.tandfonline.com/doi/pdf/10.2753/PSS0885-3134320108"
"publicationInfo" => array:3 [
"pages" => "89-105"
"volume" => "32"
"number" => "1"
]
"type" => array:2 [
"fr" => "Articles"
"en" => "Journal articles"
]
"support_type" => array:2 [
"fr" => "Revue scientifique"
"en" => "Scientific journal"
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => "This paper focuses on five critical, yet underresearched, areas vital to sales performance in a marketplace that is increasingly more complex, more demanding of customized solutions, and more relationship focused. The five topic areas addressed are the ability to marshal intraorganizational resources by salespeople, salesperson creativity, examining the buyer–seller interaction in terms of salesperson influence tactics behaviors and the importance of establishing credibility with buyers as a basis of influence, ethics relative to the buying and selling organization simultaneously, and selling teams. Research implications for each topic area are advanced."
"en" => "This paper focuses on five critical, yet underresearched, areas vital to sales performance in a marketplace that is increasingly more complex, more demanding of customized solutions, and more relationship focused. The five topic areas addressed are the ability to marshal intraorganizational resources by salespeople, salesperson creativity, examining the buyer–seller interaction in terms of salesperson influence tactics behaviors and the importance of establishing credibility with buyers as a basis of influence, ethics relative to the buying and selling organization simultaneously, and selling teams. Research implications for each topic area are advanced."
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-04-20T08:21:45.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 5.7436566
+"parent": null
}
19 => Essec\Faculty\Model\Contribution {#2233
#_index: "academ_contributions"
#_id: "10486"
#_source: array:18 [
"id" => "10486"
"slug" => "a-psychometric-analysis-and-comparison-of-three-competing-communication-style-taxonomies"
"yearMonth" => "2013-06"
"year" => "2013"
"title" => "A Psychometric Analysis and Comparison of Three Competing Communication Style Taxonomies"
"description" => "MCFARLAND, R. et WHANG, Y.O. (2013). A Psychometric Analysis and Comparison of Three Competing Communication Style Taxonomies. <i>Journal of Selling and Major Account Management</i>, 13(2), pp. 26-45."
"authors" => array:2 [
0 => array:3 [
"name" => "MCFARLAND Richard"
"bid" => "B00682077"
"slug" => "mcfarland-richard"
]
1 => array:1 [
"name" => "WHANG Yun-Oh"
]
]
"ouvrage" => ""
"keywords" => []
"updatedAt" => "2021-07-13 14:31:36"
"publicationUrl" => "http://cobalpha.niu.edu:8080/jsmam/archive/13-2-1.pdf"
"publicationInfo" => array:3 [
"pages" => "26-45"
"volume" => "13"
"number" => "2"
]
"type" => array:2 [
"fr" => "Articles"
"en" => "Journal articles"
]
"support_type" => array:2 [
"fr" => "Revue scientifique"
"en" => "Scientific journal"
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => """
Companies spend millions of dollars on training programs that center on teaching salespeople to identify the communication style of buyers in order to communicate with these buyers more effectively. These training systems typically have their roots in either Merrill and Reid's (1981) Social Style Matrix (SSM) or in the DISC Personal Profile System (DISC) and are ubiquitous in professional selling textbooks and in the trade press. A third taxonomy, developed by Williams and Spiro (1985) has been the focus of some recent scholarly research in the marketing domain (WS85). Despite the prominence and similarities of these three taxonomies, they were developed and continue to be used within silos and little is known about their comparative psychometric properties. Moreover, the SSM and DISC taxonomies have not been subjected to adequate psychometric analysis. We compare and test the psychometric properties of these three taxonomies across.two studies, the first consisting of 393 students and the second consisting of 115 professional buyers. The psychometric properties of the SSM and DISC taxonomies exhibit both psychometric and conceptual weaknesses. The authors concluded that a fourth communication style should be added to the WS85 taxonomy. The results of this study have important implications for managers, textbook writers and researchers with the authors recommending that the augmented WS85 taxonomies should be adopted by all.\n
Comparison between SSM and DISC Quadrant Descriptors *\n
Comparison between SSM and DISC Quadrant Descriptors *\n
…
"""
"en" => """
Companies spend millions of dollars on training programs that center on teaching salespeople to identify the communication style of buyers in order to communicate with these buyers more effectively. These training systems typically have their roots in either Merrill and Reid's (1981) Social Style Matrix (SSM) or in the DISC Personal Profile System (DISC) and are ubiquitous in professional selling textbooks and in the trade press. A third taxonomy, developed by Williams and Spiro (1985) has been the focus of some recent scholarly research in the marketing domain (WS85). Despite the prominence and similarities of these three taxonomies, they were developed and continue to be used within silos and little is known about their comparative psychometric properties. Moreover, the SSM and DISC taxonomies have not been subjected to adequate psychometric analysis. We compare and test the psychometric properties of these three taxonomies across.two studies, the first consisting of 393 students and the second consisting of 115 professional buyers. The psychometric properties of the SSM and DISC taxonomies exhibit both psychometric and conceptual weaknesses. The authors concluded that a fourth communication style should be added to the WS85 taxonomy. The results of this study have important implications for managers, textbook writers and researchers with the authors recommending that the augmented WS85 taxonomies should be adopted by all.\n
Comparison between SSM and DISC Quadrant Descriptors *\n
Comparison between SSM and DISC Quadrant Descriptors *\n
…
"""
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-04-20T08:21:45.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 5.7436566
+"parent": null
}
20 => Essec\Faculty\Model\Contribution {#2234
#_index: "academ_contributions"
#_id: "10623"
#_source: array:18 [
"id" => "10623"
"slug" => "a-contingency-model-of-emotional-intelligence-in-professional-selling"
"yearMonth" => "2016-01"
"year" => "2016"
"title" => "A Contingency Model of Emotional Intelligence in Professional Selling"
"description" => "MCFARLAND, R., RODE, J. et SHERVANI, T. (2016). A Contingency Model of Emotional Intelligence in Professional Selling. <i>Journal of the Academy of Marketing Science</i>, 44(1), pp. 108-118."
"authors" => array:3 [
0 => array:3 [
"name" => "MCFARLAND Richard"
"bid" => "B00682077"
"slug" => "mcfarland-richard"
]
1 => array:1 [
"name" => "RODE Joseph"
]
2 => array:1 [
"name" => "SHERVANI Tasadduq"
]
]
"ouvrage" => ""
"keywords" => []
"updatedAt" => "2021-07-13 14:31:40"
"publicationUrl" => "https://link.springer.com/article/10.1007/s11747-015-0435-8"
"publicationInfo" => array:3 [
"pages" => "108-118"
"volume" => "44"
"number" => "1"
]
"type" => array:2 [
"fr" => "Articles"
"en" => "Journal articles"
]
"support_type" => array:2 [
"fr" => "Revue scientifique"
"en" => "Scientific journal"
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => "Despite significant attention from practitioners and broad claims of the importance of Emotional Intelligence (EI), empirical support for its incremental direct effects on outcomes relevant to professional selling has been disappointing. However, little research has included relevant contextual variables or the potential interactions of EI with contextual variables when considering its effects. This contingency view of EI maintains that EI is important in work settings, but only under certain conditions. Drawing on the appraisal theory of emotions, the authors develop a contingency model, which proposes that salesperson EI moderates the harmful effects of role stress on three work outcomes—emotional exhaustion, customer-oriented selling, and sales performance. Using three matched data sources from multiple professional selling workgroups in a business-to-business sales setting, the authors find that EI moderates the relationship between role ambiguity and all three outcome variables."
"en" => "Despite significant attention from practitioners and broad claims of the importance of Emotional Intelligence (EI), empirical support for its incremental direct effects on outcomes relevant to professional selling has been disappointing. However, little research has included relevant contextual variables or the potential interactions of EI with contextual variables when considering its effects. This contingency view of EI maintains that EI is important in work settings, but only under certain conditions. Drawing on the appraisal theory of emotions, the authors develop a contingency model, which proposes that salesperson EI moderates the harmful effects of role stress on three work outcomes—emotional exhaustion, customer-oriented selling, and sales performance. Using three matched data sources from multiple professional selling workgroups in a business-to-business sales setting, the authors find that EI moderates the relationship between role ambiguity and all three outcome variables."
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-04-20T08:21:45.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 5.7436566
+"parent": null
}
21 => Essec\Faculty\Model\Contribution {#2235
#_index: "academ_contributions"
#_id: "12083"
#_source: array:18 [
"id" => "12083"
"slug" => "the-effects-of-influence-strategies-and-dependence-on-satisfaction"
"yearMonth" => "2005-07"
"year" => "2005"
"title" => "The Effects of Influence Strategies and Dependence on Satisfaction"
"description" => "PAYAN, J.M. et MCFARLAND, R. (2005). The Effects of Influence Strategies and Dependence on Satisfaction. <i>Journal of Marketing Channels</i>, 13(1), pp. 3-20."
"authors" => array:2 [
0 => array:3 [
"name" => "MCFARLAND Richard"
"bid" => "B00682077"
"slug" => "mcfarland-richard"
]
1 => array:1 [
"name" => "PAYAN Janice M."
]
]
"ouvrage" => ""
"keywords" => array:5 [
0 => "Channel relationships"
1 => "trust"
2 => "influence strategies"
3 => "dependency"
4 => "satisfaction"
]
"updatedAt" => "2021-07-13 14:31:59"
"publicationUrl" => null
"publicationInfo" => array:3 [
"pages" => "3-20"
"volume" => "13"
"number" => "1"
]
"type" => array:2 [
"fr" => "Articles"
"en" => "Journal articles"
]
"support_type" => array:2 [
"fr" => "Revue scientifique"
"en" => "Scientific journal"
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => "This study examines the use of influence strategies and dependence on trust and satisfaction in marketing channels relationships. In contrast to conventional wisdom, the authors demonstrate that trust fully mediates the relationship between influence strategies and satisfaction and between dependence and satisfaction. Additionally, they show that dependence has a direct, positive effect on trust. Implications and directions for future research are discussed."
"en" => "This study examines the use of influence strategies and dependence on trust and satisfaction in marketing channels relationships. In contrast to conventional wisdom, the authors demonstrate that trust fully mediates the relationship between influence strategies and satisfaction and between dependence and satisfaction. Additionally, they show that dependence has a direct, positive effect on trust. Implications and directions for future research are discussed."
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-04-20T08:21:45.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 5.7436566
+"parent": null
}
22 => Essec\Faculty\Model\Contribution {#2236
#_index: "academ_contributions"
#_id: "12084"
#_source: array:18 [
"id" => "12084"
"slug" => "consumer-attribution-the-moderating-effect-of-culture-in-an-international-services-context"
"yearMonth" => "2005-06"
"year" => "2005"
"title" => "Consumer Attribution: The Moderating Effect of Culture in an International Services Context"
"description" => "SUE, J. et MCFARLAND, R. (2005). Consumer Attribution: The Moderating Effect of Culture in an International Services Context. <i>Asian Journal of Marketing (SING)</i>, 11(1), pp. 5-13."
"authors" => array:2 [
0 => array:3 [
"name" => "MCFARLAND Richard"
"bid" => "B00682077"
"slug" => "mcfarland-richard"
]
1 => array:1 [
"name" => "SUE Jaebeom"
]
]
"ouvrage" => ""
"keywords" => []
"updatedAt" => "2021-07-13 14:31:59"
"publicationUrl" => null
"publicationInfo" => array:3 [
"pages" => "5-13"
"volume" => "11"
"number" => "1"
]
"type" => array:2 [
"fr" => "Articles"
"en" => "Journal articles"
]
"support_type" => array:2 [
"fr" => "Revue scientifique"
"en" => "Scientific journal"
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => ""
"en" => ""
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-04-20T08:21:45.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 5.7436566
+"parent": null
}
23 => Essec\Faculty\Model\Contribution {#2237
#_index: "academ_contributions"
#_id: "12085"
#_source: array:18 [
"id" => "12085"
"slug" => "new-product-innovations-a-comparison-of-the-risks-and-rewards-of-offering-new-products-and-brand-extensions"
"yearMonth" => "2004-10"
"year" => "2004"
"title" => "New Product Innovations: A Comparison of the Risks and Rewards of Offering New Products and Brand Extensions"
"description" => "BLOODGOOD, J. et MCFARLAND, R. (2004). New Product Innovations: A Comparison of the Risks and Rewards of Offering New Products and Brand Extensions. <i>The Journal of Business and Entrepreneurship</i>, 16(2), pp. 23-36."
"authors" => array:2 [
0 => array:3 [
"name" => "MCFARLAND Richard"
"bid" => "B00682077"
"slug" => "mcfarland-richard"
]
1 => array:1 [
"name" => "BLOODGOOD James"
]
]
"ouvrage" => ""
"keywords" => []
"updatedAt" => "2021-01-07 17:43:36"
"publicationUrl" => null
"publicationInfo" => array:3 [
"pages" => "23-36"
"volume" => "16"
"number" => "2"
]
"type" => array:2 [
"fr" => "Articles"
"en" => "Journal articles"
]
"support_type" => array:2 [
"fr" => "Revue scientifique"
"en" => "Scientific journal"
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => ""
"en" => ""
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-04-20T08:21:45.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 5.7436566
+"parent": null
}
24 => Essec\Faculty\Model\Contribution {#2238
#_index: "academ_contributions"
#_id: "12087"
#_source: array:18 [
"id" => "12087"
"slug" => "developing-interactive-advertising-strategies-on-the-internet-as-a-function-of-consumer-knowledge-ability-and-involvement"
"yearMonth" => "2004-04"
"year" => "2004"
"title" => "Developing interactive advertising strategies on the internet as a function of consumer knowledge, ability, and involvement"
"description" => "MCFARLAND, R., DALSEM, S.V. et SHEU, C. (2004). Developing interactive advertising strategies on the internet as a function of consumer knowledge, ability, and involvement. <i>International Journal of Internet Marketing and Advertising</i>, 1(3), pp. 300."
"authors" => array:3 [
0 => array:3 [
"name" => "MCFARLAND Richard"
"bid" => "B00682077"
"slug" => "mcfarland-richard"
]
1 => array:1 [
"name" => "DALSEM Shane Van"
]
2 => array:1 [
"name" => "SHEU Chwen"
]
]
"ouvrage" => ""
"keywords" => array:7 [
0 => "interactive advertising"
1 => "information search"
2 => "internet promotional strategies"
3 => "e-commerce"
4 => "interactive information search"
5 => "internet advertising"
6 => "internet marketing"
]
"updatedAt" => "2021-07-13 14:31:59"
"publicationUrl" => null
"publicationInfo" => array:3 [
"pages" => "300"
"volume" => "1"
"number" => "3"
]
"type" => array:2 [
"fr" => "Articles"
"en" => "Journal articles"
]
"support_type" => array:2 [
"fr" => "Revue scientifique"
"en" => "Scientific journal"
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => "As the internet has developed and gained wider usage, investment in and the application of interactive advertising (IA) has grown. The effectiveness of IA has significant financial and marketing implications for many firms. This study reviews the different forms of IA and suggests that firms design their IA programmes based on a number of important factors. We make managerial recommendations for the appropriate selection of IA and the appropriate content of IA based on product, firm, and target consumer characteristics. Based on the consumer behaviour information search model, we suggest that the consumer-related characteristics of knowledge, ability, and involvement are critical factors to consider when implementing IA strategies."
"en" => "As the internet has developed and gained wider usage, investment in and the application of interactive advertising (IA) has grown. The effectiveness of IA has significant financial and marketing implications for many firms. This study reviews the different forms of IA and suggests that firms design their IA programmes based on a number of important factors. We make managerial recommendations for the appropriate selection of IA and the appropriate content of IA based on product, firm, and target consumer characteristics. Based on the consumer behaviour information search model, we suggest that the consumer-related characteristics of knowledge, ability, and involvement are critical factors to consider when implementing IA strategies."
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-04-20T08:21:45.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 5.7436566
+"parent": null
}
25 => Essec\Faculty\Model\Contribution {#2239
#_index: "academ_contributions"
#_id: "12088"
#_source: array:18 [
"id" => "12088"
"slug" => "crisis-of-conscience-the-use-of-coercive-sales-tactics-and-resultant-felt-stress-in-the-salesperson"
"yearMonth" => "2003-10"
"year" => "2003"
"title" => "Crisis of Conscience: The Use of Coercive Sales Tactics and Resultant Felt Stress in the Salesperson"
"description" => "MCFARLAND, R. (2003). Crisis of Conscience: The Use of Coercive Sales Tactics and Resultant Felt Stress in the Salesperson. <i>Journal of Personal Selling and Sales Management</i>, 23(Fall), pp. 311-325."
"authors" => array:1 [
0 => array:3 [
"name" => "MCFARLAND Richard"
"bid" => "B00682077"
"slug" => "mcfarland-richard"
]
]
"ouvrage" => ""
"keywords" => []
"updatedAt" => "2021-07-13 14:31:59"
"publicationUrl" => null
"publicationInfo" => array:3 [
"pages" => "311-325"
"volume" => "23"
"number" => "Fall"
]
"type" => array:2 [
"fr" => "Articles"
"en" => "Journal articles"
]
"support_type" => array:2 [
"fr" => "Revue scientifique"
"en" => "Scientific journal"
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => ""
"en" => ""
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-04-20T08:21:45.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 5.7436566
+"parent": null
}
26 => Essec\Faculty\Model\Contribution {#2240
#_index: "academ_contributions"
#_id: "12089"
#_source: array:18 [
"id" => "12089"
"slug" => "the-effect-of-single-and-dual-sales-targets-on-sales-call-selection-quota-versus-quota-and-bonus-plan"
"yearMonth" => "2002-05"
"year" => "2002"
"title" => "The Effect of Single and Dual Sales Targets on Sales Call Selection: Quota versus Quota and Bonus Plan"
"description" => "MCFARLAND, R., CHALLAGALLA, G. et ZENOR, M.J. (2002). The Effect of Single and Dual Sales Targets on Sales Call Selection: Quota versus Quota and Bonus Plan. <i>Marketing Letters</i>, 13(2), pp. 107-120."
"authors" => array:3 [
0 => array:3 [
"name" => "MCFARLAND Richard"
"bid" => "B00682077"
"slug" => "mcfarland-richard"
]
1 => array:1 [
"name" => "CHALLAGALLA Goutam"
]
2 => array:1 [
"name" => "ZENOR Michael J."
]
]
"ouvrage" => ""
"keywords" => []
"updatedAt" => "2021-07-13 14:31:59"
"publicationUrl" => "https://www.jstor.org/stable/40216626"
"publicationInfo" => array:3 [
"pages" => "107-120"
"volume" => "13"
"number" => "2"
]
"type" => array:2 [
"fr" => "Articles"
"en" => "Journal articles"
]
"support_type" => array:2 [
"fr" => "Revue scientifique"
"en" => "Scientific journal"
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => "Ross (1991) demonstrated that a salesperson's quota acts as a reference point (target or goal) and influences sales call selection. Ross, however, focused only on the effect of a single reference point. The use of multiple goals is quite common in the sales environment, for example in the quota plus bonus compensation structure and in the use of incentive plans. Our study compares and contrasts call selection when a single goal (quota) is given versus when dual targets are assigned (a quota plus bonus level). Consistent with our hypotheses, we find that call selection patterns are influenced by the number of targets assigned to the salesperson."
"en" => "Ross (1991) demonstrated that a salesperson's quota acts as a reference point (target or goal) and influences sales call selection. Ross, however, focused only on the effect of a single reference point. The use of multiple goals is quite common in the sales environment, for example in the quota plus bonus compensation structure and in the use of incentive plans. Our study compares and contrasts call selection when a single goal (quota) is given versus when dual targets are assigned (a quota plus bonus level). Consistent with our hypotheses, we find that call selection patterns are influenced by the number of targets assigned to the salesperson."
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-04-20T08:21:45.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 5.7436566
+"parent": null
}
27 => Essec\Faculty\Model\Contribution {#2241
#_index: "academ_contributions"
#_id: "12090"
#_source: array:18 [
"id" => "12090"
"slug" => "anatomy-of-exchange"
"yearMonth" => "1999-10"
"year" => "1999"
"title" => "Anatomy of Exchange"
"description" => "ANDERSON, W.T., CHALLAGALLA, G.N. et MCFARLAND, R. (1999). Anatomy of Exchange. <i>Journal of Marketing Theory and Practice</i>, 7(4), pp. 8-19."
"authors" => array:3 [
0 => array:3 [
"name" => "MCFARLAND Richard"
"bid" => "B00682077"
"slug" => "mcfarland-richard"
]
1 => array:1 [
"name" => "ANDERSON Wilton Thomas"
]
2 => array:1 [
"name" => "CHALLAGALLA Goutam N."
]
]
"ouvrage" => ""
"keywords" => []
"updatedAt" => "2021-07-13 14:31:59"
"publicationUrl" => null
"publicationInfo" => array:3 [
"pages" => "8-19"
"volume" => "7"
"number" => "4"
]
"type" => array:2 [
"fr" => "Articles"
"en" => "Journal articles"
]
"support_type" => array:2 [
"fr" => "Revue scientifique"
"en" => "Scientific journal"
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => "Although exchange has been the acknowledged core concept in marketing for nearly four decades, a general theory of exchange with “generic” applicability in any organizational context is yet to be developed. The authors argue that the objective of exchange defmes and directs the relevant exchange network, process and content—within the exchange context in which exchange occurs. Hence, marketing is but one of many possible ways to create exchanges-its effectiveness in creating exchanges is defmed by the exchange objectives."
"en" => "Although exchange has been the acknowledged core concept in marketing for nearly four decades, a general theory of exchange with “generic” applicability in any organizational context is yet to be developed. The authors argue that the objective of exchange defmes and directs the relevant exchange network, process and content—within the exchange context in which exchange occurs. Hence, marketing is but one of many possible ways to create exchanges-its effectiveness in creating exchanges is defmed by the exchange objectives."
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-04-20T08:21:45.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 5.7436566
+"parent": null
}
28 => Essec\Faculty\Model\Contribution {#2242
#_index: "academ_contributions"
#_id: "12245"
#_source: array:18 [
"id" => "12245"
"slug" => "the-impact-of-salesperson-interpersonal-mentalizing-skills-on-coping-and-burnout-the-critical-role-of-coping-oscillation"
"yearMonth" => "2021-04"
"year" => "2021"
"title" => "The Impact of Salesperson Interpersonal Mentalizing Skills on Coping and Burnout: The Critical Role of Coping Oscillation"
"description" => "MCFARLAND, R. et DIXON, A.L. (2021). The Impact of Salesperson Interpersonal Mentalizing Skills on Coping and Burnout: The Critical Role of Coping Oscillation. <i>Journal of Personal Selling and Sales Management</i>, 41(4), pp. 285-300."
"authors" => array:2 [
0 => array:3 [
"name" => "MCFARLAND Richard"
"bid" => "B00682077"
"slug" => "mcfarland-richard"
]
1 => array:1 [
"name" => "DIXON Andrea L."
]
]
"ouvrage" => ""
"keywords" => array:6 [
0 => "Interpersonal mentalizing"
1 => "sales theory of mind"
2 => "SToM"
3 => "coping"
4 => "burnout"
5 => "oscillation"
]
"updatedAt" => "2022-06-03 10:13:08"
"publicationUrl" => "https://doi.org/10.1080/08853134.2021.1898412"
"publicationInfo" => array:3 [
"pages" => "285-300"
"volume" => "41"
"number" => "4"
]
"type" => array:2 [
"fr" => "Articles"
"en" => "Journal articles"
]
"support_type" => array:2 [
"fr" => "Revue scientifique"
"en" => "Scientific journal"
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => "Salespeople are subjected to high levels of stress on a day-to-day basis. Over time, this can lead to burnout if they lack sufficient coping resources to handle this stress. Given the major problems associated with burnout, managers and scholars are interested in discovering factors that help salespeople cope with stress and reduce burnout. The authors argue that interpersonal mentalizing (IM) skills may be effective in reducing salesperson stress and its negative outcomes. Salespeople with greater IM skills are better at regulating their emotions, building work relationships, and understanding what others think. The authors posit that these skills help salespeople to cope with stress and reduce burnout through a process mediated by active and avoidance coping strategies."
"en" => "Salespeople are subjected to high levels of stress on a day-to-day basis. Over time, this can lead to burnout if they lack sufficient coping resources to handle this stress. Given the major problems associated with burnout, managers and scholars are interested in discovering factors that help salespeople cope with stress and reduce burnout. The authors argue that interpersonal mentalizing (IM) skills may be effective in reducing salesperson stress and its negative outcomes. Salespeople with greater IM skills are better at regulating their emotions, building work relationships, and understanding what others think. The authors posit that these skills help salespeople to cope with stress and reduce burnout through a process mediated by active and avoidance coping strategies."
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-04-20T08:21:45.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 5.7436566
+"parent": null
}
29 => Essec\Faculty\Model\Contribution {#2243
#_index: "academ_contributions"
#_id: "12320"
#_source: array:18 [
"id" => "12320"
"slug" => "the-bigger-the-better-how-the-feeling-of-confinement-affects-salience-in-product-quality-versus-product-price"
"yearMonth" => "2020-09"
"year" => "2020"
"title" => "The Bigger, the Better? How the Feeling of Confinement Affects Salience in Product Quality Versus Product Price"
"description" => "YENNE, K. et MCFARLAND, R. (2020). The Bigger, the Better? How the Feeling of Confinement Affects Salience in Product Quality Versus Product Price. Dans: Association of Consumer Research Conference. September 2020. Paris."
"authors" => array:2 [
0 => array:3 [
"name" => "MCFARLAND Richard"
"bid" => "B00682077"
"slug" => "mcfarland-richard"
]
1 => array:1 [
"name" => "YENNE Kim"
]
]
"ouvrage" => "Association of Consumer Research Conference. September 2020"
"keywords" => []
"updatedAt" => "2021-09-24 10:33:27"
"publicationUrl" => null
"publicationInfo" => array:3 [
"pages" => null
"volume" => null
"number" => null
]
"type" => array:2 [
"fr" => "Communications dans une conférence"
"en" => "Presentations at an Academic or Professional conference"
]
"support_type" => array:2 [
"fr" => null
"en" => null
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => null
"en" => null
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-04-20T08:21:45.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 5.7436566
+"parent": null
}
30 => Essec\Faculty\Model\Contribution {#2244
#_index: "academ_contributions"
#_id: "12321"
#_source: array:18 [
"id" => "12321"
"slug" => "adapting-rational-sales-influence-tactics-across-expertise-levels"
"yearMonth" => "2020-06"
"year" => "2020"
"title" => "Adapting Rational Sales Influence Tactics Across Expertise Levels"
"description" => "MCFARLAND, R. et YENEE, K. (2020). Adapting Rational Sales Influence Tactics Across Expertise Levels. Dans: Global Sales Science Institute Conference. Montpellier."
"authors" => array:2 [
0 => array:3 [
"name" => "MCFARLAND Richard"
"bid" => "B00682077"
"slug" => "mcfarland-richard"
]
1 => array:1 [
"name" => "YENEE Kim"
]
]
"ouvrage" => "Global Sales Science Institute Conference"
"keywords" => []
"updatedAt" => "2021-09-24 10:33:27"
"publicationUrl" => null
"publicationInfo" => array:3 [
"pages" => null
"volume" => null
"number" => null
]
"type" => array:2 [
"fr" => "Communications dans une conférence"
"en" => "Presentations at an Academic or Professional conference"
]
"support_type" => array:2 [
"fr" => null
"en" => null
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => null
"en" => null
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-04-20T08:21:45.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 5.7436566
+"parent": null
}
31 => Essec\Faculty\Model\Contribution {#2245
#_index: "academ_contributions"
#_id: "12322"
#_source: array:18 [
"id" => "12322"
"slug" => "selling-to-experts-and-novices-adapting-rational-sales-influence-tactics-to-customer-expertise-levels"
"yearMonth" => "2019-08"
"year" => "2019"
"title" => "Selling to Experts and Novices: Adapting Rational Sales Influence Tactics to Customer Expertise Levels"
"description" => "YENEE, K. et MCFARLAND, R. (2019). Selling to Experts and Novices: Adapting Rational Sales Influence Tactics to Customer Expertise Levels. Dans: American Marketing Association Summer Educators’ Conference. Chicago."
"authors" => array:2 [
0 => array:3 [
"name" => "MCFARLAND Richard"
"bid" => "B00682077"
"slug" => "mcfarland-richard"
]
1 => array:1 [
"name" => "YENEE Kim"
]
]
"ouvrage" => "American Marketing Association Summer Educators’ Conference"
"keywords" => []
"updatedAt" => "2021-09-24 10:33:27"
"publicationUrl" => null
"publicationInfo" => array:3 [
"pages" => null
"volume" => null
"number" => null
]
"type" => array:2 [
"fr" => "Communications dans une conférence"
"en" => "Presentations at an Academic or Professional conference"
]
"support_type" => array:2 [
"fr" => null
"en" => null
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => null
"en" => null
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-04-20T08:21:45.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 5.7436566
+"parent": null
}
32 => Essec\Faculty\Model\Contribution {#2246
#_index: "academ_contributions"
#_id: "12323"
#_source: array:18 [
"id" => "12323"
"slug" => "adapting-sales-influence-tactics-based-on-customer-expertise-level"
"yearMonth" => "2019-05"
"year" => "2019"
"title" => "Adapting Sales Influence Tactics Based on Customer Expertise Level"
"description" => "MCFARLAND, R. et YENEE, K. (2019). Adapting Sales Influence Tactics Based on Customer Expertise Level. Dans: European Marketing Association Conference. Hamburg."
"authors" => array:2 [
0 => array:3 [
"name" => "MCFARLAND Richard"
"bid" => "B00682077"
"slug" => "mcfarland-richard"
]
1 => array:1 [
"name" => "YENEE Kim"
]
]
"ouvrage" => "European Marketing Association Conference"
"keywords" => []
"updatedAt" => "2021-09-24 10:33:27"
"publicationUrl" => null
"publicationInfo" => array:3 [
"pages" => null
"volume" => null
"number" => null
]
"type" => array:2 [
"fr" => "Communications dans une conférence"
"en" => "Presentations at an Academic or Professional conference"
]
"support_type" => array:2 [
"fr" => null
"en" => null
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => null
"en" => null
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-04-20T08:21:45.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 5.7436566
+"parent": null
}
33 => Essec\Faculty\Model\Contribution {#2247
#_index: "academ_contributions"
#_id: "12324"
#_source: array:18 [
"id" => "12324"
"slug" => "selling-in-the-digital-age-how-personalized-sales-tactics-can-be-automated-online"
"yearMonth" => "2019-12"
"year" => "2019"
"title" => "Selling in the Digital Age: How Personalized Sales Tactics can be Automated Online"
"description" => "MCFARLAND, R. (2019). Selling in the Digital Age: How Personalized Sales Tactics can be Automated Online. <i>ESSEC Knowledge</i>."
"authors" => array:1 [
0 => array:3 [
"name" => "MCFARLAND Richard"
"bid" => "B00682077"
"slug" => "mcfarland-richard"
]
]
"ouvrage" => ""
"keywords" => []
"updatedAt" => "2021-09-24 10:33:27"
"publicationUrl" => "http://knowledge.essec.edu/en/innovation/selling-digital-age-automated-adaptive-selling.html"
"publicationInfo" => array:3 [
"pages" => null
"volume" => null
"number" => null
]
"type" => array:2 [
"fr" => "Articles ou vidéos de vulgarisation"
"en" => "Press article, video or other popular media"
]
"support_type" => array:2 [
"fr" => "Presse"
"en" => "Press"
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => "In this article, Professor Richard McFarland describes how he and his colleagues designed and piloted a method of automated adaptive selling for online retailers, which permits e-commerce sites to use the same influence tactics that salespeople use in face-to-face interactions. Their innovative research recently won an Emerald Literati Award from Emerald Publishing."
"en" => "In this article, Professor Richard McFarland describes how he and his colleagues designed and piloted a method of automated adaptive selling for online retailers, which permits e-commerce sites to use the same influence tactics that salespeople use in face-to-face interactions. Their innovative research recently won an Emerald Literati Award from Emerald Publishing."
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-04-20T08:21:45.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 5.7436566
+"parent": null
}
34 => Essec\Faculty\Model\Contribution {#2248
#_index: "academ_contributions"
#_id: "14741"
#_source: array:18 [
"id" => "14741"
"slug" => "are-you-looking-for-something-specific-or-just-looking-around-adaptive-selling-on-the-basis-of-customer-shopping-goals-in-retail-sales"
"yearMonth" => "2024-03"
"year" => "2024"
"title" => "Are you looking for something specific or just looking around? Adaptive selling on the basis of customer shopping goals in retail sales"
"description" => "KIM, Y. et MCFARLAND, R. (2024). Are you looking for something specific or just looking around? Adaptive selling on the basis of customer shopping goals in retail sales. <i>Journal of the Academy of Marketing Science</i>, In press."
"authors" => array:2 [
0 => array:3 [
"name" => "MCFARLAND Richard"
"bid" => "B00682077"
"slug" => "mcfarland-richard"
]
1 => array:1 [
"name" => "KIM Yenee"
]
]
"ouvrage" => ""
"keywords" => array:6 [
0 => "Adaptive selling"
1 => "Sales influence tactics (SITs)"
2 => "Customer shopping goals"
3 => "Information processing theory"
4 => "Brick-and-mortar retailing"
5 => "B2C"
]
"updatedAt" => "2024-03-27 14:32:25"
"publicationUrl" => "https://link.springer.com/article/10.1007/s11747-024-01015-y"
"publicationInfo" => array:3 [
"pages" => ""
"volume" => "In press"
"number" => ""
]
"type" => array:2 [
"fr" => "Articles"
"en" => "Journal articles"
]
"support_type" => array:2 [
"fr" => "Revue scientifique"
"en" => "Scientific journal"
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => "A key advantage that brick-and-mortar retailers have over online retailers is their salespeople, who can adaptively interact with customers on a one-on-one basis. When starting an interaction with a customer, a retail salesperson generally first aims to determine their shopping goal (Hall et al., Journal of Marketing, 79(3), 91–109, 2015), often with questions such as, “How can I help you today?” Yet, little is known in the literature or in practice about how salespeople should adapt their sales approach based on customers’ shopping goals. This is unfortunate, because customers clearly want better help from salespeople, and the potential gains of doing so are substantial (Accenture, 2021; Hochstein et al., Journal of the Academy of Marketing Science, 47(1), 118–137, 2019). To address this limitation, this research focuses on the practice of adaptive selling in retail settings, in which salespeople adapt their tactics on the basis of customers’ shopping goals. Using information processing theory, we propose that matching sales influence tactics (SITs) to two aspects of customers’ shopping goals, namely goal specificity and product type (utilitarian vs. hedonic), improves purchase outcomes. Across a series of field and lab experiments, we demonstrate that purchase behavior and purchase intention are higher when salespeople use informational (emotional) SITs with customers who have a high (low) shopping goal specificity level, which we term the match strategy. The match strategy has a direct positive effect on purchase outcomes and an effect mediated by processing fluency on purchase outcomes, with product type serving as a moderator. This research concludes with specific, actionable recommendations for retail salespeople and managers."
"en" => "A key advantage that brick-and-mortar retailers have over online retailers is their salespeople, who can adaptively interact with customers on a one-on-one basis. When starting an interaction with a customer, a retail salesperson generally first aims to determine their shopping goal (Hall et al., Journal of Marketing, 79(3), 91–109, 2015), often with questions such as, “How can I help you today?” Yet, little is known in the literature or in practice about how salespeople should adapt their sales approach based on customers’ shopping goals. This is unfortunate, because customers clearly want better help from salespeople, and the potential gains of doing so are substantial (Accenture, 2021; Hochstein et al., Journal of the Academy of Marketing Science, 47(1), 118–137, 2019). To address this limitation, this research focuses on the practice of adaptive selling in retail settings, in which salespeople adapt their tactics on the basis of customers’ shopping goals. Using information processing theory, we propose that matching sales influence tactics (SITs) to two aspects of customers’ shopping goals, namely goal specificity and product type (utilitarian vs. hedonic), improves purchase outcomes. Across a series of field and lab experiments, we demonstrate that purchase behavior and purchase intention are higher when salespeople use informational (emotional) SITs with customers who have a high (low) shopping goal specificity level, which we term the match strategy. The match strategy has a direct positive effect on purchase outcomes and an effect mediated by processing fluency on purchase outcomes, with product type serving as a moderator. This research concludes with specific, actionable recommendations for retail salespeople and managers."
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2024-04-20T08:21:45.000Z"
]
+lang: "en"
+"_type": "_doc"
+"_score": 5.7436566
+"parent": null
}
]
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"docTitle" => "Richard McFARLAND"
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}
