Keller Center for Research

Browse Archives by Author: Scott Friend

Integrating Psychological Capital into Your Sales Organization
Scott Friend, PhD, Jeff Johnson, PhD, Fred Luthans, PhD, and Ravipreet Sohi, PhD

It’s no secret that a positive outlook can have dramatic impacts on a person’s day-to-day activities. In fact, according to the Mayo Clinic, positive thinking can result in increased life span, lower rates of depression, and better psychological and physical well-being.

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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