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Keller Center Research Report

Keller Center for Research

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March 2014 (Vol. 7, Iss. 1)


Accidental Referrals

Bryan Lilly, PhD and Aliosha Alexandrov, PhD
For realtors and other providers of professional services, customer referrals are one of the most important sources of new business. As service providers, we want customers saying...
Keywords: Customer Relations, Lead Generation, Marketing and Sales
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Engineering Success for Your Agents

Andrea L. Dixon, PhD, Karen E. Flaherty, PhD, Son K. Lam, PhD, Nick Lee, PhD, and Jay P. Mulki, PhD
The real estate agency leader can make a marked difference on agency outcomes by creating, enhancing, and changing connections between...
Keywords: Customer Relations, Management, Marketing and Sales
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Improving Performance by Managing Sales Call Volume

G. Alexander Hamwi, PhD and Brian N. Rutherford, PhD
How can a salesperson improve her performance? This is a question that sales management researchers have spent a great deal of effort and time trying to...
Keywords: Customer Relations, Management, Marketing and Sales
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Protect and Prevent: Neutralizations and Unethical Sales Behavior

Laura Serviere-Munoz, PhD and Michael L. Mallin, PhD
For real estate professionals, neutralizations are of great relevance. A sales role presents challenges and pressures that may sometimes cloud good ethical judgment. Given the knowledge of neutralizations and the principles presented, real estate brokers and agents can begin to...
Keywords: Customer Relations, Ethics
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Leveraging Market Orientation for Real Estate

Samaa Taher Attia, PhD (Egypt)
Real estate professionals must understand that it is important to focus on each of the four dimensions of Market Orientation. While maintaining a strong focus on customers, it is equally important to...
Keywords: Customer Relations, Marketing and Sales
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INSIDER: Contagious: Why Things Catch On

Stephen Chandler, MBA Candidate
Understanding how to push your products, services, and ideas to catch on is essential for success. To do so, users need to discover how to...
Keywords: Insider, Marketing and Sales, Social Media
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INSIDER: Jab, Jab, Jab, Right Hook

Susan Monaghan, MBA Candidate
With social media becoming the fastest growing area of marketing today, real estate professionals can attract more clients by expanding their reach across...
Keywords: Insider, Marketing and Sales, Social Media
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