14 Publications
2008
Supply Chain Contagion
McFarland, Richard G⋅Bloodgood, James and Payan, Janice M
Journal of Marketing, vol. 72, (no. 2), Mar 2008. | Journal Article
2007
PERCEIVING EMOTION IN THE BUYER-SELLER INTERCHANGE: THE MODERATED IMPACT ON PERFORMANCE
Kidwell, Blair L⋅McFarland, Richard G and Avila, Ramon A
The Journal of Personal Selling & Sales Management, vol. 27, (no. 2), pp. 119-132, Spring 2007. | Journal Article
2006
AN EXAMINATION OF INSTRUMENTAL AND EXPRESSIVE TRAITS ON PERFORMANCE: THE MEDIATING ROLE OF LEARNING, PROVE, AND AVOID GOAL ORIENTATIONS
McFarland, Richard G and Kidwell, Blair L
The Journal of Personal Selling & Sales Management, vol. 26, (no. 2), pp. 143-159, Spring 2006. | Journal Article
 
Influence Tactics for Effective Adaptive Selling
McFarland, Richard G⋅Challagalla, Goutam N and Shervani, Tasadduq A
Journal of Marketing, vol. 70, (no. 4), pp. 1, Oct 2006. | Journal Article
2005
Decomposing Influence Strategies: Argument Structure and Dependence as Determinants of the Effectiveness of Influence Strategies in Gaining Channel Member Compliance
Payan, Janice and McFarland, Richard G
Journal of Marketing, vol. 69, (no. 3), pp. 66-79, Jul 2005. | Journal Article
 
The Effects of Influence Strategies and Dependence on Satisfaction: Does Trust Mediate These Relationships?
Payan, Janice and McFarland, Richard G
Journal of Marketing Channels, vol. 13, (no. 1), pp. 3-20, 2005. | Journal Article
2004
Developing interactive advertising strategies on the internet as a function of consumer knowledge, ability, and involvement
McFarland, Richard G⋅Van Dalsem, Shane and Sheu, Chwen
International Journal of Internet Marketing and Advertising, vol. 1, (no. 3), pp. 300-315, 2004. | Journal Article
2003
Chain reaction behaviors in channels of distribution: An investigation and test of institutional theory
McFarland, Richard G⋅Payan, Janice M and Bloodgood, James
American Marketing Association. Conference Proceedings, vol. 14, pp. 221-222, 2003. | Journal Article
 
CRISIS OF CONSCIENCE: THE USE OF COERCIVE SALES TACTICS AND RESULTANT FELT STRESS IN THE SALESPERSON
McFarland, Richard G
The Journal of Personal Selling & Sales Management, vol. 23, (no. 4), pp. 311-325, Fall 2003. | Journal Article
 
Exploring the use of coercive sales tactics in the buyer-seller dyad and examining the resulting impact on felt stress in the salesperson
McFarland, Richard G
American Marketing Association. Conference Proceedings, vol. 14, pp. 3-4, 2003. | Journal Article
2002
The Effect of Single and Dual Sales Targets on Sales Call Selection: Quota versus Quota and Bonus Plan
McFarland, Richard G⋅Challagalla, Goutam N and Zenor, Michael J
Marketing Letters, vol. 13, (no. 2), pp. 107, May 2002. | Journal Article
2000
Seller influence tactics (SITs) in the buyer-seller dyad: Developing the construct, its antecedents, and consequences (Dissertation)
McFarland, Richard G (2000).
1999
Anatomy of exchange
Anderson, Wilton T⋅Challagalla, Goutam N and McFarland, Richard G
Journal of Marketing Theory and Practice, vol. 7, (no. 4), pp. 8-19, Fall 1999. | Journal Article
 
Anatomy of exchange
Anderson, Wilton⋅Challagalla, Goutam and McFarland, Richard
Journal of Marketing Theory and Practice, vol. 7, (no. 4), pp. 8-19, Fall 1999. | Journal Article