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Browse Archives by Keyword: Management

How Emotional Intelligence Shapes Sales Outcomes Through the Stressful Sales Role
[12/1/2016]
Richard G. McFarland, PhD, Joseph C. Rode, PhD, and Tasadduq A. Shervani, PhD



Salespeople with higher levels of emotional intelligence (EI) are better salespeople, right? After investing a great deal in the training of EI, firms are starting to wonder if those investments are well spent

Integrating Psychological Capital into Your Sales Organization
[12/1/2016]
Scott Friend, PhD, Jeff Johnson, PhD, Fred Luthans, PhD, and Ravipreet Sohi, PhD



It’s no secret that a positive outlook can have dramatic impacts on a person’s day-to-day activities. In fact, according to the Mayo Clinic, positive thinking can result in increased life span, lower rates of depression, and better psychological and physical well-being

Newly Hired Agents Who Fail Should Try, Try Again
[12/1/2016]
Jeffrey Boichuk, PhD, Zachary Hall, PhD, and Michael Ahearne, PhD



Salespeople’s roles are far from failure-proof. In fact, approximately 50% of salespeople fail to reach their annual sales targets

Tethered to Work: How Mobile Devices Impact Family Conflict, Work Commitment and Turnover
[9/1/2016]
Merideth Ferguson, PhD, Dawn Carlson, PhD, Wendy Boswell, PhD, Dwayne Whitten, DBA, Marcus Butts, PhD, and K. Michele Kacmar, PhD

For sales professionals in real estate and other industries, life in the digital world presents numerous challenges. Since mobile devices are the norm, work extends far outside the boundaries of the office and expectations are high for immediate response

Better Together: Competitive Agents and Competitive Climate in the Agency
[6/1/2016]
Keith A. Richards, PhD, Wyatt A. Schrock, PhD Candidate, Douglas E. Hughes, PhD, Frank Q. Fu, PhD, and Eli Jones, PhD

One of the most important issues associated with building a high-powered real-estate organization is hiring the right people. According to the 2012 Economic Census there were just over 86,000 offices of real estate agents or brokers in the United States. How can your agency rise to the top of this crowded field?

The Wrong Ladder: Mismatch Between Subgoal Sequences and Actual Goal Performance
[6/1/2016]
Liyin Jin, PhD, Qian Xu, PhD, and Ying Zhang, PhD

For real estate professionals, success is measured by performance – how many homes you sell or how many customers you reach. One thing, however, is certain – the real estate industry is complex and requires strong motivation toremain successful

Trust in Leadership and Authenticity in Real Estate
[6/1/2016]
Amanda Rodriguez, MBA

There's no doubt that trust impacts an organization's reputation and culture. Building and growing trust in the workplace can lead to great success for an organization, rooted in employee satisfaction and genuine, authentic interactions among supervisors, employees, and customers

Can A Book be Judged Accurately Only by its Cover?
[3/1/2016]
Zachary R. Hall, PhD, Michael Ahearne, PhD, and Harish Sujan, PhD

Sales professionals make judgments of their customers' preferences and tastes throughout the selling process – at times without being conscious they are doing so. These judgments enable effective selling

Give Me a Better Break: Choosing Workday Break Activities to Maximize Resource Recovery
[3/1/2016]
Emily M. Hunter, PhD and Cindy Wu, PhD

The average worker would agree that breaks, although not necessary, are helpful in making a workday more manageable and possibly enjoyable. Research has shown the benefits of evenings, weekends, and vacations on employee health and performance, but surprisingly little research has investigated breaks during the actual workday itself

You Don't Always Get What You Want, and You Don't Always Want What You Get
[3/1/2016]
Ryan R. Mullins, PhD, Daniel G. Bachrach, PhD, Adam A. Rapp, PhD, Dhruv Grewal, PhD, and Lauren Skinner Beitelspacher, PhD

The old adage tells us that the customer is always right, but does the customer always feel in control?


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