| Influence tactics for effective adaptive selling RG McFarland, GN Challagalla, TA Shervani Journal of Marketing 70 (4), 103-117, 2006 | 433 | 2006 |
| Decomposing influence strategies: Argument structure and dependence as determinants of the effectiveness of influence strategies in gaining channel member compliance JM Payan, RG McFarland Journal of Marketing 69 (3), 66-79, 2005 | 361 | 2005 |
| Supply chain contagion RG McFarland, JM Bloodgood, JM Payan Journal of Marketing 72 (2), 63-79, 2008 | 279 | 2008 |
| Advancing sales performance research: A focus on five underresearched topic areas KR Evans, RG McFarland, B Dietz, F Jaramillo Journal of Personal Selling & Sales Management 32 (1), 89-105, 2012 | 278 | 2012 |
| Perceiving emotion in the buyer–seller interchange: the moderated impact on performance B Kidwell, RG McFarland, RA Avila Journal of Personal Selling & Sales Management 27 (2), 119-132, 2007 | 150 | 2007 |
| Individual differences and sales performance: A distal-proximal mediation model of self-efficacy, conscientiousness, and extraversion B Yang, Y Kim, RG McFarland Journal of Personal Selling & Sales Management 31 (4), 371-381, 2011 | 105 | 2011 |
| Crisis of conscience: The use of coercive sales tactics and resultant felt stress in the salesperson RG McFarland Journal of Personal Selling & Sales Management 23 (4), 311-325, 2003 | 98 | 2003 |
| Understanding governance decisions in a partially integrated channel: A contingent alignment framework SK Kim, RG McFarland, S Kwon, S Son, DA Griffith Journal of Marketing Research 48 (3), 603-616, 2011 | 93 | 2011 |
| A contingency model of emotional intelligence in professional selling RG McFarland, JC Rode, TA Shervani Journal of the Academy of Marketing Science 44, 108-118, 2016 | 87 | 2016 |
| Anatomy of exchange WT Anderson, GN Challagalla, RG McFarland Journal of Marketing Theory and Practice 7 (4), 8-19, 1999 | 77 | 1999 |
| An examination of instrumental and expressive traits on performance: The mediating role of learning, prove, and avoid goal orientations RG McFarland, B Kidwell Journal of Personal Selling & Sales Management 26 (2), 143-159, 2006 | 45 | 2006 |
| An updated taxonomy of salesperson influence tactics RG McFarland, AL Dixon Journal of Personal Selling & Sales Management 39 (3), 238-253, 2019 | 34 | 2019 |
| The role of network density and betweenness centrality in diffusing new venture legitimacy: an epidemiological approach JM Bloodgood, JS Hornsby, M Rutherford, RG McFarland International Entrepreneurship and Management Journal 13, 525-552, 2017 | 34 | 2017 |
| The effects of influence strategies and dependence on satisfaction: does trust mediate these relationships? JM Payan, RG McFarland Journal of Marketing Channels 13 (1), 3-20, 2005 | 31 | 2005 |
| A conceptual framework of macrolevel and microlevel adaptive selling theory, setting a research agenda, and suggested measurement strategies RG McFarland Journal of Personal Selling & Sales Management 39 (3), 207-221, 2019 | 30 | 2019 |
| Generating leads with sequential persuasion: Should sales influence tactics be consistent or complementary? E Pöyry, P Parvinen, RG McFarland Journal of Personal Selling & Sales Management 37 (2), 89-99, 2017 | 29 | 2017 |
| Automated adaptive selling M Kaptein, R McFarland, P Parvinen European Journal of Marketing 52 (5/6), 1037-1059, 2018 | 28 | 2018 |
| The impact of salesperson interpersonal mentalizing skills on coping and burnout: the critical role of coping oscillation RG McFarland, AL Dixon Journal of Personal Selling & Sales Management 41 (4), 285-300, 2021 | 18 | 2021 |
| New product innovation: a comparison of the risks and rewards of offering new products and brand extensions JM Bloodgood, RG McFarland Journal of business and entrepreneurship 16 (2), 23, 2004 | 9 | 2004 |
| The effect of single and dual sales targets on sales call selection: quota versus quota and bonus plan RG McFarland, GN Challagalla, MJ Zenor Marketing Letters 13, 107-120, 2002 | 7 | 2002 |
Janice PayanProfessor of Marketing, University of Northern ColoradoVerified email at unco.edu
