Home

Keller Center Research Report

Keller Center for Research

KCRR - Test Header
Download Issue

September 2010 (Vol. 3, Iss. 3)


Is Achieving Customer Satisfaction Enough?

William A. Weeks, DBA and Larry Chonko, PhD
Research has often failed to find a relationship between customer satisfaction with salespeople and sales performance. Some research shows that as satisfaction levels...
Keywords: Customer Relations, Management
(
READ THIS ARTICLE)

How Your Client's Private Self-Awareness Influences Choice

Caroline Goukens, PhD (Netherlands), Siegfried Dewitte, PhD (Belgium), and Luk Warlop, PhD (Belgium/Norway)
What is self-awareness and why is it important? Self-awareness is critical for buyers and sellers because self-focused attention makes people more conscious of their attitudes...
Keywords: Customer Relations, Service
(
READ THIS ARTICLE)

Necessary Condition #2 - The Right Process

Charles Fifield, Senior Lecturer and Baylor Sales Coach
The sales process is how a sales organization chooses to effectively transform its throughput flow of inputs into outputs. In the case of real estate sales, the process...
Keywords: Management
(
READ THIS ARTICLE)

A Social Networks Perspective on Sales Force Ethics

Matthew T. Seevers, PhD, Steven J. Skinner, DBA, and Scott W. Kelley, DBA
The past decade has witnessed a number of well-publicized ethical misconduct disasters, including accounting fraud at Enron and WorldCom, product liability at Firestone, and...
Keywords: Ethics
(
READ THIS ARTICLE)

The Persuasive Role of Incidental Similarity on Purchase Intentions

Lan Jiang, PhD, Joandrea Hoegg, PhD (Canada), Darren W. Dahl, PhD (Canada), Amitava Chattopadhyay, PhD (France)
As any well-seasoned agent knows, creating a connection with the client is essential. Connections can be made in a variety of ways and usually hinge on some common value...
Keywords: Customer Relations, Marketing and Sales
(
READ THIS ARTICLE)

INSIDER: The Mindset of a Sales Superstar

Donald Jackson, MBA Candidate
How can I achieve higher sales and develop better relationships with my clients? What are some hidden obstacles that are slowing my growth as an agent? In The Optimal...
Keywords: Insider, Marketing and Sales
(
READ THIS ARTICLE)

INSIDER: Selling to Giants

Laura Tweedie, MBA Candidate
Sales management gurus, William T. Brooks and William P. G. Brooks, co-author an insightful novel entitled, Playing Bigger Than You Are: How to Sell Big Accounts Even...
Keywords: Insider, Marketing and Sales
(
READ THIS ARTICLE)

Border Title