Richard G. McFarland

Influence Tactics for Effective Adaptive Selling

Richard G. McFarland, Goutam Challagalla, Tasadduq A. Shervani · Journal of Marketing · 2006 · 315 citations

Social Sciences, Marketing, Marketing Management +6

Decomposing Influence Strategies: Argument Structure and Dependence as Determinants of the Effectiveness of Influence Strategies in Gaining Channel Member Compliance

Janice M. Payan, Richard G. McFarland · Journal of Marketing · 2005 · 251 citations

Social Sciences, Marketing, Social Psychology +12

Supply Chain Contagion

Richard G. McFarland, James M. Bloodgood, Janice M. Payan · Journal of Marketing · 2008 · 221 citations

Management, Marketing, Supply Chain Management +12

Advancing Sales Performance Research: A Focus on Five UnderResearched Topic Areas

Kenneth R. Evans, Richard G. McFarland, Bart Dietz et al. · Journal of Personal Selling and Sales Management · 2012 · 203 citations

Management, Marketing, Marketing Management +17

Perceiving Emotion in the Buyer–Seller Interchange: The Moderated Impact on Performance

Blair Kidwell, Richard G. McFarland, Ramon A. Avila · Journal of Personal Selling and Sales Management · 2007 · 89 citations

Management, Marketing, Marketing Management +15