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Keller Center Research Report

Keller Center for Research

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December 2016 (Vol. 9, Iss. 4)


The Stigma Turbine: (De)Stigmatization in the Real Estate Market

Jane E. Machin, PhD, Ann M. Mirabito, PhD, and Natalie Ross Adkins, PhD
You have probably experienced situations where buyers, homes, or entire neighborhoods have been stigmatized. The emotional reactions created by stigmas can prevent your buyers from making smart decisions and can limit your sales opportunities.
Keywords: Customer Relations, Ethics
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Identifying and Managing the Buying Center

Charles Fifield, MBA
The buying center is comprised of various individual influences that shape the buyer’s purchase decision. Since a successful selling process is about enabling the buyer to make a quality purchase decision, understanding how to productively manage the buying center’s influences and efficiently guide the decision-making process can be critical to the final buy or no-buy outcome.
Keywords: Marketing and Sales
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How Emotional Intelligence Shapes Sales Outcomes Through the Stressful Sales Role

Richard G. McFarland, PhD, Joseph C. Rode, PhD, and Tasadduq A. Shervani, PhD
Salespeople with higher levels of emotional intelligence (EI) are better salespeople, right? After investing a great deal in the training of EI, firms are starting to wonder if those investments are well spent.
Keywords: Management
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Newly Hired Agents Who Fail Should Try, Try Again

Jeffrey Boichuk, PhD, Zachary Hall, PhD, and Michael Ahearne, PhD
Salespeople’s roles are far from failure-proof. In fact, approximately 50% of salespeople fail to reach their annual sales targets.
Keywords: Management, Marketing and Sales
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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.
Keywords: Management
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INSIDER: Smarter, Faster, Better

Erick Huntley, MBA Candidate
Productivity is a wonderful business buzzword, but what real-life impact does it have? For Charles Duhigg, this question can be answered with three simple words: Smarter, Faster, Better.
Keywords: Insider
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INSIDER: The Productivity Project

Courtney A. Harris, MBA Candidate
Author and blogger Chris Bailey claims that productivity is not about how much you do. Instead, productivity is all about how much you accomplish.
Keywords: Insider
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