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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
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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
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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
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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