Home

Keller Center Research Report

Keller Center for Research

KCRR - Test Header
Download Issue

October 2009 (Vol. 2, Iss. 3)


Bouncing Back Following Failure

Andrea L. Dixon, PhD
Sales is a profession in which one must not be a stranger to failure. Being a successful agent depends, in part, upon the ability to respond effectively to failure...
Keywords: Management
(
READ THIS ARTICLE)

When A Customer is Grateful to Be Your Customer

Robert W. Palmatier, PhD
"Relationship Marketing" (RM) refers to a long-term and mutually beneficial arrangement in which both the buyer and seller focus on value enhancement with the goal of...
Keywords: Customer Relations
(
READ THIS ARTICLE)

Insider - Buyer/Seller Relationships

Preston Sneed, MBA Candidate December 2009
How can the relationship between the buyer and seller prove to be more efficient? How can both parties benefit in the short-term and long-term from establishing a relationship?
Keywords: Insider, Marketing and Sales
(
READ THIS ARTICLE)

Insider - Recognizing Emotion in the Buyer-Seller Interchange

Heather McLeod, MBA Candidate, May 2010
How does the awareness of emotion impact interaction between buyer and seller? In "Perceiving Emotion in the Buyer-Seller Interchange: The Moderated Impact on...
Keywords: Customer Relations, Insider
(
READ THIS ARTICLE)

Border Title