//--> //--> //--> //-->
Toggle navigation
Logout
Change account settings
EN
DE
ES
FR
A-Z
Beta
About EconBiz
News
Thesaurus (STW)
Research Skills
Help
EN
DE
ES
FR
My account
Logout
Change account settings
Login
Publications
Events
Your search terms
Search
Search options
All Fields
Title
Exact title
Subject
Author
Institution
ISBN/ISSN
Published in...
Publisher
Open Access only
Advanced
Search history
My EconBiz
Favorites
Loans
Reservations
Fines
You are here:
Home
Search: person:"McFarland, Richard G."
Narrow search
Narrow search
Year of publication
From:
To:
Subject
All
Salespeople
4
Verkaufspersonal
4
Selling
3
Verkauf
3
Business network
2
South Korea
2
Südkorea
2
Unternehmensnetzwerk
2
measurement
2
ADAPTS
1
Appraisal theory
1
Arbeitsleistung
1
Arbeitspsychologie
1
B-to-B-Marketing
1
Bekleidungsindustrie
1
Betweenness centrality
1
Burnout
1
Business start-up
1
Business-to-business marketing
1
Clothing industry
1
Cognition
1
Consumer behaviour
1
Contingency theory
1
Coping strategy
1
Coping-Strategie
1
Corporate Governance
1
Corporate governance
1
Diffusion
1
Direct marketing
1
Direktmarketing
1
Distribution channel
1
Emotion
1
Emotional intelligence
1
Epidemiology
1
Flexible manufacturing system
1
Flexibles Fertigungssystem
1
ISTEA
1
Innovation diffusion
1
Innovationsdiffusion
1
Insurance marketing
1
more ...
less ...
Online availability
All
Undetermined
6
Type of publication
All
Article
15
Type of publication (narrower categories)
All
Article in journal
10
Aufsatz in Zeitschrift
10
Case study
1
Fallstudie
1
Language
All
English
10
Undetermined
5
Author
All
McFarland, Richard G.
12
Bloodgood, James M.
3
Payan, Janice M.
3
Dixon, Andrea L.
2
Kwon, Soongi
2
Mcfarland, Richard G.
2
Shervani, Tasadduq A.
2
Son, Sanggi
2
Challagalla, Goutam N.
1
Dalsem, Shane van
1
Dietz, Bart
1
Evans, Kenneth R.
1
Griffith, David A
1
Griffith, David A.
1
Hornsby, Jeffrey S.
1
Jaramillo, Fernando
1
Kim, Stephen K
1
Kim, Stephen K.
1
Kim, Youngchan
1
McFarland, Richard G
1
Parvinen, Petri
1
Pöyry, Essi
1
Rode, Joseph C.
1
Rutherford, Matthew
1
Sheu, Chwen
1
Yang, Byunghwa
1
more ...
less ...
Published in...
All
Journal of marketing
4
Journal of personal selling & sales management : JPSSM
3
The journal of personal selling & sales management : JPSSM
3
Journal of marketing research : JMR
2
International entrepreneurship and management journal
1
International journal of internet marketing and advertising : IJIMA
1
Journal of the Academy of Marketing Science
1
more ...
less ...
Source
All
ECONIS (ZBW)
10
OLC EcoSci
5
Showing
1
-
10
of
15
Sort
relevance
articles prioritized
date (newest first)
date (oldest first)
1
The impact of salesperson interpersonal mentalizing skills on coping and burnout : the critical role of coping oscillation
McFarland, Richard G.
;
Dixon, Andrea L.
- In:
Journal of personal selling & sales management : JPSSM
41
(
2021
)
4
,
pp. 285-300
Persistent link: https://www.econbiz.de/10012695209
Saved in:
2
A conceptual framework of macrolevel and microlevel adaptive selling theory, setting a research agenda, and suggested measurement strategies
McFarland, Richard G.
- In:
Journal of personal selling & sales management : JPSSM
39
(
2019
)
3
,
pp. 207-221
Persistent link: https://www.econbiz.de/10012200875
Saved in:
3
An updated taxonomy of salesperson influence tactics
McFarland, Richard G.
;
Dixon, Andrea L.
- In:
Journal of personal selling & sales management : JPSSM
39
(
2019
)
3
,
pp. 238-253
Persistent link: https://www.econbiz.de/10012200877
Saved in:
4
The role of network density and betweenness centrality in diffusing new venture legitimacy : an epidemiological approach
Bloodgood, James M.
;
Hornsby, Jeffrey S.
;
Rutherford, …
- In:
International entrepreneurship and management journal
13
(
2017
)
2
,
pp. 525-552
Persistent link: https://www.econbiz.de/10011950172
Saved in:
5
Generating leads with sequential persuasion: should sales influence tactics be consistent or complementary?
Pöyry, Essi
;
Parvinen, Petri
;
McFarland, Richard G.
- In:
The journal of personal selling & sales management : JPSSM
37
(
2017
)
2
,
pp. 89-99
Persistent link: https://www.econbiz.de/10011734615
Saved in:
6
A contingency model of emotional intelligence in professional selling
McFarland, Richard G.
;
Rode, Joseph C.
;
Shervani, …
- In:
Journal of the Academy of Marketing Science
44
(
2016
)
1
,
pp. 108-118
Persistent link: https://www.econbiz.de/10011434894
Saved in:
7
Advancing sales performance research : a focus on five underresearched topic areas
Evans, Kenneth R.
;
McFarland, Richard G.
;
Dietz, Bart
; …
- In:
The journal of personal selling & sales management : JPSSM
32
(
2012
)
1
,
pp. 89-105
Persistent link: https://www.econbiz.de/10009505522
Saved in:
8
Understanding governance decisions in a partially integrated channel : a contingent alignment framework
Kim, Stephen K.
;
McFarland, Richard G.
;
Kwon, Soongi
; …
- In:
Journal of marketing research : JMR
48
(
2011
)
3
,
pp. 603-616
Persistent link: https://www.econbiz.de/10009161338
Saved in:
9
Individual differences and sales performance : a distal-proximal mediation model of self-efficacy, conscientiousness, and extraversion
Yang, Byunghwa
;
Kim, Youngchan
;
McFarland, Richard G.
- In:
The journal of personal selling & sales management : JPSSM
31
(
2011
)
4
,
pp. 371-381
Persistent link: https://www.econbiz.de/10009389593
Saved in:
10
Understanding Governance Decisions in a Partially Integrated Channel: A Contingent Alignment Framework
Kim, Stephen K
;
McFarland, Richard G
;
Kwon, Soongi
; …
- In:
Journal of marketing research : JMR
48
(
2011
)
3
,
pp. 603-617
Persistent link: https://www.econbiz.de/10009966644
Saved in:
1
2
Next
Last
Results per page
10
25
50
100
250
A service of the
zbw
×
Loading...
//-->