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Browse Archives by Author: Kirk Wakefield

Divergent Brand Building Strategies: How Do They Match Up?
Kirk L. Wakefield, PhD
In competitive selling environments, brand identity is an important differentiator for both the sales professional and the consumer. For service industries such as real estate...

DISC Behavioral Styles and Selling Confidence
Kirk Wakefield, PhD
What DISC behavioral characteristics best describe individuals who have an ability to sell? Who has the least confidence in their selling skills? In our latest studies examining...

DISC Behavioral Styles and Sales Performance
Kirk Wakefield, PhD
Does an agent's behavioral style influence performance? Do groups or offices work better if there is an appropriate mix of individuals with different behavioral styles? What is a...

What Do Consumers Expect from Real Estate Agents
Kirk Wakefield, PhD, Chris Pullig, PhD, Laura Indergard, MBA, Suzanne Blake, MBA Candidate, Bryan Gregory, MBA Candidate, Chris Matcek, MBA/ME Candidate, Tara Gitau, BBA
How do home buyers or sellers decide on an individual agent? We conducted a focus group among recent home buyers and sellers asking just that question...


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