Richard G. McFarland

TL;DR: In this paper, the authors propose a theoretical model that uses Kelman's underlying influence processes of internalization, compliance, and identification to identify the seller influence tactics that salespeople use and assess which of these tactics will resonate with three types of buyers: task-oriented buyers, interaction oriented buyers, and selforiented buyers.

TL;DR: In this paper, the authors developed a theoretical model that predicts that non-coercive influence strategies with an argument structure that contains more thorough content result in relatively greater levels of compliance.

TL;DR: In this paper, the authors identify a new phenomenon they call "supply chain contagion" and develop a conceptual model that predicts the conditions under which contagion is likely to occur.

TL;DR: In this paper, the authors focus on five critical, yet underresearched, areas vital to sales performance in a marketplace that is increasingly more complex, more demanding of customized solutions, and more relationship focused.

TL;DR: In this article, the authors developed hypotheses within a conceptual framework of salesperson's ability to perceive the emotions of customers, and examined how this ability influences the relationships between selling behaviors and performance.