Keller Center for Research

Browse Archives by Author: Scott Friend

Absolute versus Relative Sales Failure
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.

How to Reduce Client's Perceived Availability of Alternative Agents
Brian N. Rutherford, PhD, Scott B. Friend, PhD, and G. Alexander Hamwi, PhD
Given the highly competitive market in which real estate agents work, striving to attract and retain valued customers is important. Understanding what makes a client want to...

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