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
A contingency model of emotion...
Similar by person
Narrow search
Narrow search
Year of publication
From:
To:
Subject
All
Salespeople
5
Verkaufspersonal
5
USA
4
United States
4
Cross-cultural management
3
Distribution channel
3
Erwerbsverlauf
3
Interkulturelles Management
3
Occupational attainment
3
Personality psychology
3
Persönlichkeitspsychologie
3
Selling
3
Theorie
3
Theory
3
Transaction costs
3
Transaktionskosten
3
Verkauf
3
Vertriebsweg
3
Arbeitsgruppe
2
Arbeitspsychologie
2
Arbeitszufriedenheit
2
Betriebsklima
2
Business network
2
Career development
2
Control systems
2
Creativity
2
Diversity
2
Diversity Management
2
Diversity management
2
Führungsstil
2
Human Resource Management
2
Innovation
2
Job satisfaction
2
Karriereplanung
2
Kreativität
2
Leadership style
2
Learning organization
2
Lernende Organisation
2
Market power
2
Marktmacht
2
more ...
less ...
Online availability
All
Undetermined
12
Free
2
Type of publication
All
Article
39
Book / Working Paper
3
Type of publication (narrower categories)
All
Article in journal
20
Aufsatz in Zeitschrift
20
Aufsatz im Buch
1
Book section
1
Case study
1
Fallstudie
1
Language
All
English
27
Undetermined
15
Author
All
Shervani, Tasadduq A.
16
Rode, Joseph C.
14
McFarland, Richard G.
11
Challagalla, Goutam N.
9
Arthaud-Day, Marne L.
5
Fahey, Liam
4
Bloodgood, James M.
3
Challagalla, Goutam
3
Frazier, Gary
3
Huang, Xiaowen
3
Near, Janet P.
3
Payan, Janice M.
3
Srivastava, Rajendra K.
3
Wang, Peng
3
Chen, Wenjing
2
Dixon, Andrea L.
2
Dust, Scott B.
2
Judge, Timothy A.
2
Kirkman, Bradley L.
2
Luo, Zhengxue
2
Mcfarland, Richard G.
2
Murtha, Brian R.
2
Murthy, Nagesh N.
2
Ramaswami, Aarti
2
Schroeder, Roger G.
2
Shi, Kan
2
Vincent, Leslie H.
2
Baldwin, Timothy T.
1
Dalsem, Shane van
1
Dietz, Bart
1
Evans, Kenneth R.
1
Flynn, Barbara Bechler
1
Griffith, David A.
1
Hornsby, Jeffrey S.
1
Howes, Satoris
1
Howes, Satoris S.
1
Jaramillo, Fernando
1
Johnson, Kevin L.
1
Kim, Stephen K.
1
Kim, Youngchan
1
more ...
less ...
Published in...
All
Journal of marketing
7
Journal of personal selling & sales management
3
The journal of personal selling & sales management : JPSSM
3
Group & organization management : an international journal
2
Journal of Business Research
2
Journal of business research : JBR
2
Journal of leadership & organizational studies : JLOS; official journal of the Midwest Academy of Management
2
Journal of marketing research : JMR
2
A reader in marketing communications
1
Handbook of entrepreneurial dynamics : the process of business creation
1
Human relations
1
Human resource management journal
1
International entrepreneurship and management journal
1
International journal of internet marketing and advertising : IJIMA
1
International journal of selection and assessment
1
Journal of Organizational Behavior
1
Journal of international business studies : JIBS ; an official journal of the Academy of International Business
1
Journal of international management
1
Journal of organizational behavior : OB ; the international journal of industrial, occupational and organizational psychology and behavior
1
Journal of vocational behavior
1
Management Science
1
Management science : journal of the Institute for Operations Research and the Management Sciences
1
Marshall School of Business Working Paper
1
Report / Marketing Science Institute
1
Report / Marketing Science Institute / Marketing Science Institute
1
Social indicators research : an international and interdisciplinary journal for quality-of-life measurement
1
Strategic management journal
1
more ...
less ...
Source
All
ECONIS (ZBW)
25
OLC EcoSci
13
RePEc
3
Other ZBW resources
1
Showing
1
-
10
of
42
Sort
relevance
articles prioritized
date (newest first)
date (oldest first)
1
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
39
(
2019
)
3
,
pp. 207-221
Persistent link: https://www.econbiz.de/10012200875
Saved in:
2
An updated taxonomy of salesperson influence tactics
McFarland, Richard G.
;
Dixon, Andrea L.
- In:
Journal of personal selling & sales management
39
(
2019
)
3
,
pp. 238-253
Persistent link: https://www.econbiz.de/10012200877
Saved in:
3
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:
4
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:
5
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:
6
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:
7
Supply chain contagion
McFarland, Richard G.
;
Bloodgood, James M.
;
Payan, Janice M.
- In:
Journal of marketing
72
(
2008
)
2
,
pp. 63-79
Persistent link: https://www.econbiz.de/10003684130
Saved in:
8
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
41
(
2021
)
4
,
pp. 285-300
Persistent link: https://www.econbiz.de/10012695209
Saved in:
9
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:
10
Influence Tactics for Effective Adaptive Selling
Mcfarland, Richard G.
;
Challagalla, Goutam N.
; …
- In:
Journal of marketing
70
(
2006
)
4
,
pp. 103-117
Persistent link: https://www.econbiz.de/10007278448
Saved in:
1
2
3
4
5
Next
Last
Results per page
10
25
50
100
250
A service of the
zbw
×
Loading...
