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Richard McFarland
Professor, Marketing Department
Head of the Department

Photo de Richard McFarland
Curriculum Vitae (pdf)
General Information Research Areas Publications Teaching Other Activities
Education

Ph.D. in Marketing, Georgia Institute of Technology

MBA, University of Arizona

B.A. in Economics, University of California at Irvine 

Research Areas
Areas
Sales Management, Professional Selling, Marketing Channels, Supply Chain, Influence Tactics, Emotional Intelligence, fMRI, Trust


Academic Publications
Articles
  "Automated Adaptive Selling" (M. Kaptein, R. Mcfarland, P. Parvinen), European Journal of Marketing
  "Generating leads with sequential persuasion: should sales influence tactics be consistent or complementary?" (E. Pöyry, P. Parvinen, R. Mcfarland), Journal of Personal Selling & Sales Management, Dec 2016, p. 1‑11
  "The role of network density and betweenness centrality in diffusing new venture legitimacy: an epidemiological approach" (J. Bloodgood, J. Hornsby, M. Rutherford  , R. Mcfarland), International Entrepreneurship and Management Journal, Sep 2016, p. 1‑28
  "A Contingency Model of Emotional Intelligence in Professional Selling" (R. Mcfarland, J. Rode, T. Shervani ), Journal of the Academy of Marketing Science, Jan 2016, Vol. 44, Issue 1, p. 108‑118
  "A Psychometric Analysis and Comparison of Three Competing Communication Style Taxonomies" (R. Mcfarland, YO. Whang), Journal of Selling & Major Account Management, Jun 2013, Vol. 13, Issue 2, p. 26‑45
  "Advancing Sales Performance Research: A Focus on Five Under Researched Topic Areas" (K. Evans, R. Mcfarland, B. Dietz, F. Jaramillo), Journal of Personal Selling & Sales Management, Jan 2012, Vol. 32, Issue 1, p. 89‑105
  "Individual Differences and Sales Performance: A Distal-proximal Mediation Model of Self-efficacy, Conscientiousness, and Extraversion" (Y. Kim, B. Yang, R. Mcfarland), Journal of Personal Selling & Sales Management, Nov 2011, Vol. 31, Issue 4, p. 371‑381
  "Understanding Governance Decisions in a Partially Integrated Channel: A Contingent Alignment Framework" (S. Kim, R. Mcfarland, S. Kwon, S. Shon, D. Griffith), Journal of Marketing Research, Jun 2011, Vol. 48, Issue June, p. 603‑616
  "Supply Chain Contagion" (R. Mcfarland, J. Bloodgood, J. Payan), Journal of Marketing, Mar 2008, Vol. 72, Issue March, p. 63‑79 (2016 Winner of the Louis Stern Award)
  "Perceiving Emotion in the Buyer-Seller Interchange: The Moderated Impact on Performance" (B. Kidwell, R. Mcfarland, R. Avila), Journal of Personal Selling & Sales Management, Apr 2007, Vol. 27, Issue 2, p. 119‑132
  "Influence Tactics for Effective Adaptive Selling" (R. Mcfarland, G. Challagalla, T. Shervani ), Journal of Marketing, Oct 2006, Vol. 70, Issue October, p. 103‑117
  "An Examination of Instrumental and Expressive Traits on Performance: The Mediating Role of Learning, Prove, and Avoid Goal Orientations" (R. Mcfarland, B. Kidwell), Journal of Personal Selling & Sales Management, Apr 2006, Vol. 26, Issue Spring, p. 143‑159
  "Decomposing Influence Strategies: Argument Structure and Dependence as Determinants of the Effectiveness of Influence Strategies in Gaining Channel Member Compliance" (J. Payan, R. Mcfarland), Journal of Marketing, Jul 2005, Vol. 69, Issue July, p. 66‑79


Teaching at ESSEC
Sales Management, Principals of Marketing, Marketing Strategy (Ph.D.)
Awards and Distinctions

Best Reviewer of the Year Award
Journal of Personal Selling & Sales Management. 2014.

Dean’s Awards of Distinction: Dean’s Scholar
College of Business & Economics, West Virginia University. 2012.

Invited Scholar—Baylor University Professional Sales Center / Journal of Personal Selling & Sales Management Research Symposium. 2010.

AMA Sheth Foundation Doctoral Consortium Faculty. 2008.

Best Reviewer of the Year Award
Journal of Personal Selling & Sales Management. 2008.

Winner of the CBA Outstanding Research Award—Kansas State University.
This award is presented annually to one faculty member who has demonstrated the most outstanding accomplishments in the area of research in the College of Business. 2007.

Winner of the CBA Outstanding Research Award—Kansas State University.
This award is presented annually to one faculty member who has demonstrated the most outstanding accomplishments in the area of research in the College of Business. 2005.

Winner of the Ralph Reitz Teaching Award—Kansas State University.
This award is presented annually to one faculty member who has demonstrated the most outstanding accomplishments in the area of teaching in the College of Business. 2005.

Best Conference Paper Award.
La Londe Conference on Communications and Consumer Behavior. 
La Londe, France. 2005.

American Marketing Association Best Sales Dissertation Award. 2001.

Finalist for Ralph Reitz Teaching Award—Kansas State University. 2001.


Scientific Activities
Editorial Board Membership
  Journal of Retailing, Elsevier
  Journal of Marketing, American Marketing Association
  Journal of Personal Selling & Sales Management, Routledge


Useful Links
Marketing
Contact
E-mail

ESSEC Business School
Av. Bernard Hirsch
B.P. 50105
95021 Cergy Pontoise Cedex
France

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