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Keller Center Research Report

Keller Center for Research

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December 2011 (Vol. 4, Iss. 4)


How to Reduce Client's Perceived Availability of Alternative Agents

Brian N. Rutherford, PhD, Scott B. Friend, PhD, and G. Alexander Hamwi, PhD
Given the highly competitive market in which real estate agents work, striving to attract and retain valued customers is important. Understanding what makes a client want to...
Keywords: Customer Relations, Marketing and Sales, Service
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Understanding Consumer Willingness to Pay for Professional Services

Nada Nasr Bechwati, DBA
When it comes to utilizing professional services, consumers have a choice: perform the service for themselves or outsource the job to a service professional. The purpose of...
Keywords: Service
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INSIDER: Listen, Contribute, Connect

Dennis The, MBA Candidate
By now, most consumers are familiar with social media. It is easy to track how many Facebook friends, Twitter followers and LinkedIn connections exist on an individual...
Keywords: Customer Relations, Insider, Social Media
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Necessary Condition #7 - The Right Approach Method

Charles Fifield, MBA
What is the right approach method for the professional salesperson to lead a buyer-seller interaction and achieve effective, efficient and consistent sales results? The pragmatist...
Keywords: Management, Service
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INSIDER: Socially Identifying with Clients

Amanda Holmes, PhD
As a culture, we encourage young people to sample and engage in a variety of activities. The goal is, in essence, to understand one's gifts and talents, thereby finding those...
Keywords: Customer Relations, Insider
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INSIDER: Establishing an Effective Search Engine Marketing Campaign

Mark Tarro, MBA Candidate
Whether a consumer knows it or not, using a search engine to browse content on the Internet automatically engages him with the world of Search Engine Marketing (SEM)...
Keywords: Insider, Marketing and Sales, Technology
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Three American Generations and the Real Estate Marketer

Charles S. Madden, PhD
Over the past 50 years, groups of people in the United States have been classified into generational categories to better understand how age groupings tend to behave...
Keywords: Customer Relations, Marketing and Sales
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