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Keller Center for Research

Browse Archives by Keyword: Marketing and Sales

Decision Side Stepping
[3/1/2017]

Don't Overcomplicate -- Adapt and Simplify
[3/1/2017]

INSIDER: So, You're New to Sales
[3/1/2017]

What are People Saying about You? Using eWOM to Protect and Build Your Business
[3/1/2017]

Identifying and Managing the Buying Center
[12/1/2016]
Charles Fifield, MBA


The buying center is comprised of various individual influences that shape the buyer’s purchase decision. Since a successful selling process is about enabling the buyer to make a quality purchase decision, understanding how to productively manage the buying center’s influences and efficiently guide the decision-making process can be critical to the final buy or no-buy outcome

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

Absolute versus Relative Sales Failure
[9/1/2016]
Jeff S. Johnson, PhD, Scott B. Friend, PhD, Brian N. Rutherford, PhD, and G. Alexander Hamwi, PhD


Failure can have a profound impact on a salesperson’s effectiveness. Research has shown that failure affects a company’s bottom line through salesperson performance and turnover

Bringing in the Buyers: Leveraging Entrepreneurs’ and Executives’ Venture Location Decisions
[9/1/2016]
Matthew Wood, PhD, Jeffery McMullen, PhD, and Alexander Kier, PhD


It is well documented that real-estate markets fluctuate over time, but since the financial crisis, real-estate markets have begun to fluctuate across geographic regions as well. One leading contributor to this disparity is public policy that seeks to encourage entrepreneurs and business leaders to locate in a state, or a specific community within a state, over another

Transformational Relationship Events
[9/1/2016]
Colleen M. Harmeling, PhD, Robert W. Palmatier, PhD, Mark B. Houston, PhD, Mark J. Arnold, PhD, and Stephen A. Samaha, PhD


Every relationship has moments that define the expectations and feelings of the individuals in that relationship. Business relationships are no different. Specific events act as fundamental building blocks of those business relationships and are essential in shaping the relationship development

Developing a Winning Theme or The Attention Getter
[6/1/2016]
Charles Fifield, MBA

Standing out from the competition by initially capturing the attention and the imagination of the buyer can oftentimes decide the fate of a sales call. Sometimes referred to as the attention getter or the opener, the theme offered at the beginning of a sales call is vitally important


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