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Keller Center Research Report

Keller Center for Research

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March 2016 (Vol. 9, Iss. 1)


You Don't Always Get What You Want, and You Don't Always Want What You Get

Ryan R. Mullins, PhD, Daniel G. Bachrach, PhD, Adam A. Rapp, PhD, Dhruv Grewal, PhD, and Lauren Skinner Beitelspacher, PhD
The old adage tells us that the customer is always right, but does the customer always feel in control?
Keywords: Customer Relations, Management, Marketing and Sales
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Give Me a Better Break: Choosing Workday Break Activities to Maximize Resource Recovery

Emily M. Hunter, PhD and Cindy Wu, PhD
The average worker would agree that breaks, although not necessary, are helpful in making a workday more manageable and possibly enjoyable. Research has shown the benefits of evenings, weekends, and vacations on employee health and performance, but surprisingly little research has investigated breaks during the actual workday itself.
Keywords: Management
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Can A Book be Judged Accurately Only by its Cover?

Zachary R. Hall, PhD, Michael Ahearne, PhD, and Harish Sujan, PhD
Sales professionals make judgments of their customers' preferences and tastes throughout the selling process – at times without being conscious they are doing so. These judgments enable effective selling.
Keywords: Customer Relations, Management, Marketing and Sales
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Procedural Frames in Negotiation: The Impact of Offering "My Resources" Vs. Requesting "Your Resources"

Roman Trötschel, PhD, David D. Loschelder, PhD, Benjamin P. Höhne, PhD, and Johann M. Majer, PhD Candidate
If I were to propose a trade to you, the two statements “My X for your Y” and “Your Y for my X” may appear to be completely equal. However, in a real world negotiation, those two proposals are perceived diffe­rently.
Keywords: Marketing and Sales
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The Salesperson's Toolkit for Selling Success

Charles Fifield, MBA A salesperson’s or agent’s toolkit is a set of tools designed to be used together for the purpose of earning a win-win value-adding purchase decision. During an interactive professional sales exchange, several tools are needed to shape and achieve this desired outcome.
Keywords: Customer Relations, Marketing and Sales
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Insider: Creating Maximum Value in the Real Estate Selling Process

Jack Kohles, MBA Candidate To be a master storyteller, a real estate professional must master the customer conversation. In the book "The Three Value Conversations," authors Peterson, Riesterer, Smith, & Geoffrion focus on how to master the customer conversation.
Keywords: Insider, Marketing and Sales
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Insider: The Science of Why

Andrew Miner It is said that people hate to spend money, but that they love to buy. But why? Why do we buy what we buy?
Keywords: Customer Relations, Insider, Marketing and Sales
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