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Browse Archives by Keyword: Customer Relations

Setting the Sale Through Persuasive Communication
Charles Fifield, MBA

Communication, the effective conveying of information, is a critically important buyer-seller activity to achieve successful interpersonal sales performance.

Using Reason versus Feelings to Guide Client Decisions
Christopher K. Hsee, PhD, Yang Yang, PhD, Xingshan Zheng, PhD, and Hanwei Wang, PhD
Predicting consumer behavior is crucial to success in any business, including real estate. Our research identifies that a key way to predict consumer behavior is through a consumer's level of what is called lay rationalism, which refers to the weight a consumer gives to feelings versus reason in the decision-making process.

INSIDER: Being Real in Real Estate
Wesley Bryan, MBA Candidate

How do you convince potential clients that what you’re selling is best?  How do you bridge that gap between real estate salesperson and my real estate agent?  Ron Willingham says it is in how authentic you are with your potential clients.

INSIDER: How the World Sees You
Margie McGregor, MBA Candidate

As much as we might like to think that we are wildly different than everybody else, our DNA is actually 99.9% the same as everyone else’s. We’re 99.9% average. As odd as it may seem, our individuality and personality only makes up .1% of us.

Peer-Based Learning and its Implications for the Real Estate Market
Tat Y. Chan, PhD, Jia Li, PhD, and Lamar Pierce, PhD

When entering the work force, new employees face a learning curve associated with their new positions. Real estate agents face the task of establishing themselves as a credible assets in the community and understanding the dynamics of working with clients.

Picturing Yourself in and out of the House
Yuwei Jiang, PhD, Rashmi Adaval, PhD, Yael Steinhart, PhD,
Robert S. Wyer, Jr., PhD


Have you ever imagined yourself in an exotic vacation location, experiencing all the benefits of a luxury resort? Real estate agents use strategies while persuading buyers to invest in a house. The implicit belief behind these sales strategies is that consumption-related self-imagery is a powerful persuasion tactic.

The Skillset Needed for Sales Success
Charles Fifield, MBA

The goals in professional selling are to build relationships and to sell value resulting in win-win outcomes. To do so, certain critical skills are required, including: relationship management, effective communication, and value-adding capabilities.

What's the Best Thank You?
Peggy Liu, BS, Cait Lamberton, PhD, and Kelly Haws, PhD

Acknowledgments and thank yous are given every day in nearly all professions, from real estate to acting to retail shopping.  Though such thank yous are common, people rarely put much thought into how various forms of such acknowledgements might be received differently. 

Emotional Ability and Nonverbal Communications
Blair Kidwell, PhD, and Jonathan Hasford, PhD
As cognitive beings, we possess a unique ability to recognize and understand non-verbal communication. We have the ability to study and analyze the non-verbal signals of our friends, family and clients, and then use that information to communicate more effectively with each other...

Explicit Marketing: Personalization of Email Subject Line
Wesley Bryan
It’s a fairly common experience - that desperate moment when you search the crowd for whoever said your name. We are constantly clued into our names, especially when it’s added to personalized greetings or comments. People use our names as a way of engaging with us and getting our attention...


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