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Keller Center Research Report

Keller Center for Research

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June 2014 (Vol. 7, Iss. 2)


Is Work-Family Balance Possible?

Dawn Carlson, PhD, K. Michele Kacmar, PhD, Joseph G. Grzywacz, PhD, Bennett Tepper, PhD, and Dwayne Whitten, DBA
Do you have a balanced work and family life? For many, this question is difficult to answer because the definition of “balance” varies. Regardless of the definition, it is clear that the demands of work can impact an individual’s...
Keywords: Customer Relations, Management, Marketing and Sales
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Attracting Talent from University Sales Programs to Grow Your Real Estate Agency

Andrea L. Dixon, PhD, Raj Agnihotri, PhD, Leff Bonney, PhD, Robert Erffmeyer, PhD, Ellen Bolman Pullins, PhD, Jane Z. Sojka, PhD and Vicki West, MBA
When looking to add new agents to your agency, finding individuals who can add value immediately is important. Additionally, finding the right person who will fit your job and your agency will increase the probability of...
Keywords: Management, Marketing and Sales
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Unmasking the High-Performing Salesperson

Christophe Fournier, PhD (France)
This article is written to help “unmask” the qualities of high-performing salespeople in the context of task and time management preferences to help managers and agents achieve the greatest business outcomes. Understanding an agent’s task and time preferences can help increase...
Keywords: Management, Marketing and Sales
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Managing Consumer Resistance to Internet-Based Services

Athanasios G. Patsiotis, PhD (Greece), Tim Hughes, PhD
(UK), and Don J. Webber, PhD (UK)

Internet-based applications are very commonplace within business and personal contexts. Online banking, chat-based customer service, and shopping are just some of the e-functions that permeate our day-to-day lives. Some consumers, though, show great resistance...
Keywords: Customer Relations, Management, Technology
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INSIDER: The Ambivert Advantage

Clint Justice, MBA Candidate
Are extraverts are the best candidates for sales positions? Despite the proliferation of this assumption in numerous sales organizations, studies have shown that there is a weak and inconsistent relationship between extraversion and sales performance. In fact, recent studies indicate that...
Keywords: Customer Relations, Insider, Management, Marketing and Sales
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INSIDER: Sales and Marketing the Six Sigma Way

Natasha Ashton, JD/MBA Candidate
Efficiency, process improvement, and value creation are not just buzzwords in today’s business world; they have become the foundation for real, sustainable competitive advantage. However, the path to achieving or improving upon these fundamental concepts is not always clear...
Keywords: Customer Relations, Insider, Management, Marketing and Sales
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INSIDER: Changing the Sales Conversation

Susan Monaghan, MBA
Previously, providing information was a key way that salespeople created value for clients. Now, sales professionals must adapt the value creation process to address changing client needs by...
Keywords: Customer Relations, Insider, Marketing and Sales
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