Home

Keller Center Research Report

Keller Center for Research

KCRR - Test Header
Download Issue

June 2012 (Vol. 5, Iss. 2)


Improving Sales Performance Through Moral Judgment

Charles H. Schwepker, Jr., PhD, David J. Good, PhD and Lindsay B. Odneal, MBA Candidate
To be successful in today's challenging economic conditions creates significant pressure on salespeople's ethical behavior. Moral judgment, a precursor to ethical behavior...
Keywords: Customer Relations, Ethics, Marketing and Sales
(
READ THIS ARTICLE)

Customer Emotion Management: The Customer Needs To Smile Too

Gülnur Tumbat, PhD
In many service provider-customer or seller-buyer contexts, it has been assumed that the service provider or seller must exhibit a positive attitude towards customers, and may...
Keywords: Customer Relations, Service
(
READ THIS ARTICLE)

Necessary Condition #9 - The Right Metrics

Charles Fifield, MBA
Many sales organizations focus on measuring or tracking outputs or results with less emphasis on inputs, which is akin to telling a football team to stop the opponent from...
Keywords: Financials, Management, Marketing and Sales
(
READ THIS ARTICLE)

INSIDER: Challenge the Common Sales Conceptions

Mark Tarro, MBA Candidate
Today's customers are savvier than ever before, largely thanks to growing accessibility to information through technology. Selling to these customers has become a challenging...
Keywords: Customer Relations, Insider, Marketing and Sales
(
READ THIS ARTICLE)

INSIDER: Next Wave of Social Networking - Integrating The Visual

Aparna Sundar, PhD Student
Pinterest has all the elements for a right brain, visual thinker. Images, pin boards, minimal word content and high quality visuals that makes staying on the site feel like you are...
Keywords: Customer Relations, Insider, Social Media, Technology
(
READ THIS ARTICLE)

INSIDER: Seller Financing - When You Can't Bank on the Bank

Rachel Watson, JD, MBA Candidate
With banks applying stricter guidelines to conventional real estate mortgages, many buyers have found it difficult to qualify for home loans. It is estimated that forty percent...
Keywords: Financials, Insider, Service
(
READ THIS ARTICLE)

Border Title