E-LIB Suche - Ergebnisse für: McFarland, Richard G.

1

Are you looking for something specific or just looking arou..:

Kim, Yenee ; McFarland, Richard G.
Journal of the Academy of Marketing Science. , 2024

2

The impact of salesperson interpersonal mentalizing skills ..:

McFarland, Richard G. ; Dixon, Andrea L.
Journal of Personal Selling & Sales Management. 41 (2021) 4 - p. 285-300 , 2021

Link: https://doi.org/10.1080/..

3

A conceptual framework of macrolevel and microlevel adaptiv..:

McFarland, Richard G.
Journal of Personal Selling & Sales Management. 39 (2019) 3 - p. 207-221 , 2019

Link: https://doi.org/10.1080/..

4

An updated taxonomy of salesperson influence tactics:

McFarland, Richard G. ; Dixon, Andrea L.
Journal of Personal Selling & Sales Management. 39 (2019) 3 - p. 238-253 , 2019

Link: https://doi.org/10.1080/..

5

Generating leads with sequential persuasion: should sales i..:

Pöyry, Essi ; Parvinen, Petri ; McFarland, Richard G.
Journal of Personal Selling & Sales Management. 37 (2017) 2 - p. 89-99 , 2017

Link: https://doi.org/10.1080/..

6

Generating leads with sequential persuasion: should sales i..:

Pöyry, Essi ; Parvinen, Petri ; McFarland, Richard G.
The Journal of Personal Selling and Sales Management. 37 (2017) 2 - p. 89-99 , 2017

Link: https://www.jstor.org/st..

7

The role of network density and betweenness centrality in d..:

Bloodgood, James M. ; Hornsby, Jeffrey S. ; Rutherford, Matthew.
International Entrepreneurship and Management Journal. 13 (2016) 2 - p. 525-552 , 2016

Link: https://doi.org/10.1007/..

8

A contingency model of emotional intelligence in profession..:

McFarland, Richard G. ; Rode, Joseph C. ; Shervani, Tasadduq A.
Journal of the Academy of Marketing Science. 44 (2015) 1 - p. 108-118 , 2015

Link: https://doi.org/10.1007/..

9

ADVANCING SALES PERFORMANCE RESEARCH: A FOCUS ON FIVE UNDER..:

Evans, Kenneth R. ; McFarland, Richard G. ; Dietz, Bart.
The Journal of Personal Selling and Sales Management. 32 (2012) 1 - p. 89-105 , 2012

Link: http://dx.doi.org/10.275..

10

Advancing Sales Performance Research: A Focus on Five Under..:

Evans, Kenneth R. ; McFarland, Richard G. ; Dietz, Bart.
Journal of Personal Selling & Sales Management. 32 (2012) 1 - p. 89-105 , 2012

Link: https://doi.org/10.2753/..

11

Understanding Governance Decisions in a Partially Integrate..:

KIM, STEPHEN K. ; MCFARLAND, RICHARD G. ; KWON, SOONGI..
Journal of Marketing Research. 48 (2011) 3 - p. 603-616 , 2011

Link: https://www.jstor.org/st..

12

INDIVIDUAL DIFFERENCES AND SALES PERFORMANCE: A DISTAL-PROX..:

Yang, Byunghwa ; Kim, Youngchan ; McFarland, Richard G.
The Journal of Personal Selling and Sales Management. 31 (2011) 4 - p. 371-381 , 2011

Link: http://dx.doi.org/10.275..

13

Understanding Governance Decisions in a Partially Integrate..:

Kim, Stephen K. ; McFarland, Richard G. ; Kwon, Soongi..
Journal of Marketing Research. 48 (2011) 3 - p. 603-616 , 2011

Link: https://doi.org/10.1509/..

14

Individual Differences and Sales Performance: A Distal-Prox..:

Yang, Byunghwa ; Kim, Youngchan ; McFarland, Richard G.
Journal of Personal Selling & Sales Management. 31 (2011) 4 - p. 371-381 , 2011

Link: https://doi.org/10.2753/..

15

Supply Chain Contagion:

McFarland, Richard G. ; Bloodgood, James M. ; Payan, Janice M.
Journal of Marketing. 72 (2008) 2 - p. 63-79 , 2008

Link: https://www.jstor.org/st..