Richard Mcfarland
Marketing Department
ESSEC Business School
France
Biography
Ph.D. in Marketing, Georgia Institute of Technology MBA, University of Arizona B.A. in Economics, University of California at Irvine
Research Interest
Sales Management, Professional Selling, Marketing Channels, Supply Chain, Influence Tactics, Emotional Intelligence, fMRI, Trust
Publications
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"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
