Self-Beliefs Shape What Luxury Means to Us
Phys.org: Marketing professor JaeHwan Kwon contributed to a study in which he researched whether a consumer's self-theories impact their perception of luxury brand values.
Building a Winning Sales Presentation
Charles Fifield, MBA
Delivering an effective sales presentation to a prospective real estate client will impact attaining your desired outcome for most client interactions.
Do Past Preferences Indicate Future Selections?
Kate Barasz, PhD, Tami Kim, PhD Candidate, and Leslie K. John, PhD
Predicting others' preferences can result in a distinct advantage for a salesperson, especially through creating choice sets based on clients' implicit and explicit wants and needs. Oftentimes, these predictions must be made with almost no information about the client's preferences, so the salesperson may have to rely on previously observed behaviors.
Friends vs. Strangers: How Closeness Impacts Social Sharing
David Dubois, PhD, Andrea Bonezzi, PhD, and Matteo De Angelis, PhD
The art of being a successful real estate agent largely depends on the need to interact socially. How you interact with your own clients indeed effects their opinion of the services you provide and ultimately shape their opinions about you or your company.
INSIDER: Fearless Public Speaking
Courtney A. Harris, MBA Candidate
In his book, Fearless Public Speaking, Patrick King explains exactly what it takes for you to confidently prepare for a talk or presentation and command the stage once you're there.
Luke Smith, MBA
Throughout our daily lives, we have many options. We can change our jobs, our bosses, our cities, and try endless news sales methods. However, unless we undergo personal transformation ourselves, external changes will not propel us where we want to go or help us become who we need to be.
Looking Back: Key Themes in Sales Research
Keith A. Richards, PhD, Wyatt Schrock, PhD, Yanhui Zhao, PhD, and Douglas E. Hughes, PhD
In every field of study, there are moments when looking back helps us better understand where we are now and the path forward. In an effort to uncover key takeaways for salespeople, we reviewed the lessons gleaned from the past 35 years of sales research.
Even If You Don't Know What Phubbing Is, You're Probably Doing It
PopSugar: The focus of this piece is on research by professors of marketing James Roberts and Meredith David on "phone snubbing," or "phubbing," and its detrimental impact on romantic relationships.
Video: 'Phubbing' Is Destroying Your Relationships
Huffington Post: This clip covers research by marketing professors James Roberts and Meredith David on relationships and "phone snubbing," or "phubbing."
Audio: Phone Snubbing or Phubbing Damaging Relationships
KSL-AM (Salt Lake City, UT): This radio story reviews research by professors of marketing, James Roberts and Meredith David, about "phone snubbing," or "phubbing."