THEIR CONTRIBUTIONS

TOP RESEARCH Death (and Life) of a Salesman: The impact of Emotional Intelligence on the sales function
Strategy

Death (and Life) of a Salesman: The impact of Emotional Intelligence on the sales function

by Richard McFarland

Richard McFarland, Professor of Marketing at ESSEC Business School and winner of the 2016 Stern Award for research introducing the theory of “supply chain contagion”, puts the research spotlight* on emotional intelligence and its impact on reducing stress-related issues in the sales force.

TOP RESEARCH Are pushy sales tactics contagious? Treat your business partners as you’d like them to treat their clients
Strategy

Are pushy sales tactics contagious? Treat your business partners as you’d like them to treat their clients

by Richard McFarland

If you have never thought that your business behaviors create waves, then think twice: they may have a much more far-reaching impact than you’d ever have imagined. Richard McFarland, Prof. of Marketing at ESSEC Business School, shares his research into a novel concept he coins “supply chain contagion”.