Browse Archives by Keyword: Management
Can A Book be Judged Accurately Only by its Cover?
Zachary R. Hall, PhD, Michael Ahearne, PhD, and Harish Sujan, PhD
Sales professionals make judgments of their customers' preferences and tastes throughout the selling process – at times without being conscious they are doing so. These judgments enable effective selling.
Give Me a Better Break: Choosing Workday Break Activities to Maximize Resource Recovery
Emily M. Hunter, PhD and Cindy Wu, PhD
The average worker would agree that breaks, although not necessary, are helpful in making a workday more manageable and possibly enjoyable. Research has shown the benefits of evenings, weekends, and vacations on employee health and performance, but surprisingly little research has investigated breaks during the actual workday itself.
You Don't Always Get What You Want, and You Don't Always Want What You Get
Ryan R. Mullins, PhD, Daniel G. Bachrach, PhD, Adam A. Rapp, PhD, Dhruv Grewal, PhD, and Lauren Skinner Beitelspacher, PhD
The old adage tells us that the customer is always right, but does the customer always feel in control?
Creating High-Performance Sales Organizations through Sales Control Systems
Paolo Guenzi, PhD, Artur Baldauf, PhD, and Nikolaos G. Panagopoulos, PhD
Recent academic research shows that two types of salesperson or agent behaviors play important roles in creating successful sales organizations. The question motivating our research is: what can the people who lead sales groups do to further encourage these behaviors?
Simplification: A Catalyst for Employee Engagement and Operational Excellence
David Eskew, MBA Candidate, Lauren Moser, MBA/MDiv Candidate, Josh Arnold, JD/MBA Candidate, Troy Baker, MBA Candidate, and Russell Webb, MBA Candidate
Complexity threatens organizational competitiveness. Nearly 70% of executives attribute rising costs to excessive complexity, and many firms are aggressively combating complexity...
Advice to New Real Estate Agents: "Be Proactive"
Michael L. Mallin, PhD
Sales managers have a vested interest in hiring, developing, and retaining sales professionals who have a propensity to be proactive since research shows proactive behaviors among salespeople as a key factor in generating higher levels of sales performance.
Attracting and Keeping New Agents from the Millennial Generation
Kirk Wakefield, PhD
Companies spend over $3,300 per hire on recruiting and the cost of not recruiting well results in poor performance, dissatisfied employees and high turnover. Little research has addressed sales force recruiting at this stage of career and the motivations of a millennial salesforce in their job searches.
Are Salespeople Born or Made?
James M. Loveland, PhD, John W. Lounsbury, PhD, Soo-Hee Park, PhD, and Donald A. Jackson, PhD
When it comes to the art of selling, there are two sharply opposed views: some view salespeople as individuals who are born with the "right" attributes, who can easily sell different products and move from firm to firm with little difficulty, no matter what is being sold.