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Browse Archives by Keyword: Lead Generation

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.

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. 

Can Big Data Bridge the Gap between Sales and Marketing?
Morris George, PhD
With the advancement in storage technology and the rise of Internet and social media, more and more information is becoming readily available to both customers and agencies. Today, customers are able to get almost all the information they need to make a purchase decision through websites both of the focal company and their competitors, feedback and ratings of other customers and users, through blogs, online product reviews and social media...

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...

Selling Effectiveness: The Role of Interpersonal Mentalizing
Subhra Chakrabarty, DBA, Robert E. Widing II, PhD and Gene Brown, PhD
The effectiveness of salespeople depends on how they interact with customers. Sales organizations recruit and train salespeople so that they can identify and satisfy customer needs in the long-run...

The Power of Storytelling
David A. Gilliam, PhD and Alex R. Zablah, PhD
Salespeople constantly seek ways to communicate persuasively. Storytelling is a type of communication that you and I use every day. It is so common you may not even think about it when telling or hearing a story. Stories are such an important part of the fabric of human communications that failing to use them effectively in sales can be a serious handicap...

What Makes Working in Sales Satisfying: Who You Work With or What You Work For?
Kirk Wakefield, PhD
What makes your work satisfying? Does what drives you to succeed ultimately lead you to be satisfied with your job? Compared to most other things, which of these best describe what motivates you to reach your goals?

How the Internet Can Impact Your Business and What to Do About it
Jane Lee Saber, PhD
Are you curious about the likelihood of clients using your real estate services in the future given pervasive '"e-information?" There is definitely a mouse in the house and action is imperative...


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