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Keller Center Research Report

Keller Center for Research

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March 2012 (Vol. 5, Iss. 1)


Making a House a Home: On Happiness & Home Ownership

Jim Roberts, PhD
The Greek philosopher Socrates identified happiness as the ultimate goal of all human activity - everything we do is with this end in mind. And, because happiness is the...
Keywords: Financials, Marketing and Sales
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The Importance of Relationship and Consultative Behaviors

Stephen J. Newell, PhD and Richard E. Plank, PhD
In real estate, as well as other sales-related jobs, creating strong partnerships between buyers and sellers is one of the keys to business success. Understanding the types...
Keywords: Customer Relations, Management
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Linking Service Attributes to Customer End-Goals

Chiara Orsingher, PhD (Italy), Gian Luca Marzocchi, PhD (Italy) and Sara Valentini, PhD (Italy)
Buying a house is a complex and involving process. The process is much more significant than just deciding on a location, a space, and a set of features. The home purchase...
Keywords: Customer Relations, Service
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Necessary Condition #8 - The Right Outcome

Charles Fifield, MBA
Both buyers and sellers desire win-win outcomes; however, most salespeople have a natural bent toward win-lose thinking. Our culture has too often indoctrinated...
Keywords: Customer Relations, Marketing and Sales
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INSIDER: Don't Sell Short Sales Short

Rachel Watson, JD, MBA Candidate
Due to the recent downturn in the economy, the use of short sales has risen in the real estate market. A short sale occurs when a property is sold and the lender...
Keywords: Financials, Insider
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INSIDER: The New Gold Standard

Steven Bell, MBA
Loyal staff, engaged clients, impressive brand recognition; these are adjectives that managers and leaders hope to ascribe to their business. In his book...
Keywords: Insider, Management
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