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Browse Archives by Keyword: Marketing and Sales

Can Big Data Bridge the Gap between Sales and Marketing?

Explicit Marketing: Personalization of Email Subject Line

Selling Effectiveness: The Role of Interpersonal Mentalizing

Stories by Retail Salespeople

INSIDER: The Effortless Experience
Grant Senter
On April 30, 1943, at the height of World War II, a fisherman stumbled across a corpse floating in the water off the coast of southwestern Spain. The body was that of an adult male, Major William Martin of the Royal Marines...

Competitiveness, Coachability, and Context as Key Determinants of Sales Performance
Kirby L.J. Shannahan, PhD, Rachelle J. Shannahan, PhD, and Alan J. Bush, PhD
The real estate industry is fiercely competitive. Since the 1990s it has not only been a competition between individual agents but one between agents and realtor teams...

Keller Center Research Report - Creating a Competitive Level of Engagement
Andrea Dixon, PhD
Bridging current academic research and the real estate practitioner audience, the Keller Center Research Report plays uniquely in the knowledge marketplace. Our Keller Center team identifies cutting-edge rigorous research with interesting implications for the real estate market...

Attracting Talent from University Sales Programs to Grow Your Real Estate Agency
Andrea L. Dixon, PhD, Raj Agnihotri, PhD, Leff Bonney, PhD, Robert Erffmeyer, PhD, Ellen Bolman Pullins, PhD, Jane Z. Sojka, PhD and Vicki West, MBA
When looking to add new agents to your agency, finding individuals who can add value immediately is important. Additionally, finding the right person who will fit your job and your agency will increase the probability of...

INSIDER: Changing the Sales Conversation
Susan Monaghan, MBA
Previously, providing information was a key way that salespeople created value for clients. Now, sales professionals must adapt the value creation process to address changing client needs by...

INSIDER: Sales and Marketing the Six Sigma Way
Natasha Ashton, JD/MBA Candidate
Efficiency, process improvement, and value creation are not just buzzwords in today’s business world; they have become the foundation for real, sustainable competitive advantage. However, the path to achieving or improving upon these fundamental concepts is not always clear...


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