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Browse Archives by Keyword: Marketing and Sales

Are Clients Persuaded by Boastful Agents?
[6/1/2017]

Grant Packard, PhD, Andrew D. Gershoff, PhD, and David B. Wooten, PhD


Boasting by real estate agents can produce negative and positive reactions from their clients. However, boasting combined with a strategy to develop trust can be advantageous to a real estate agent.


INSIDER: If the Point of Selling Isn't Selling, then What's the Point?
[6/1/2017]

Courtney A. Harris, MBA Candidate


Salespeople will be more successful when they understand that the point of selling isn't selling. A salesperson's job is to help his or her customer make a better buying decision.


INSIDER: Sales Growth
[6/1/2017]

Erick Huntley, MBA


In their new book, Sales Growth, authors Baumgartner, Hatami, and Valdivieso lead the reader through a series of strategies designed to help sales executives and their organizations continue to grow in a continuously changing world.


Is the Customer Really King?
[6/1/2017]

Christopher R. Plouffe, PhD, Willy Bolander, PhD, Joseph A. Cote, PhD, and Bryan Hochstein, PhD


The modern real estate agent's business relationships today transcend obvious interactions with customers, and now also include the internal busines team, external business partners. The successful agent must skillfully manage these three relationships to complete the transaction.


Shaping Homeowner Pricing Decisions
[6/1/2017]
Katherine E. Loveland, PhD, Naomi Mandel, PhD, and Utpal M. Dholakia, PhD

During the housing crisis, many homeowners continued to ask unreasonably high prices for their homes. This reluctanec to lower asking prices created an excess suppply of more than 6 million homes

Don't Overcomplicate -- Adapt and Simplify
[3/1/2017]
Sven Mikolon, PhD, Anika Kolberg, PhD, Till Haumann, PhD, and Jan Wieseke, PhD


Professional services sales encounters are a two-way street between the client and the service provider. Such encounters require input from both parties to mutually find the best fitting professional service for the client

INSIDER: So, You're New to Sales
[3/1/2017]
Austin Taylor, MBA Candidate


In his book So, You're New to Sales, Bryan Flanagan lays out every detail, step-by-step, that is necessary for the novice to become a professional agent

Sidestepping the Home Buying Process
[3/1/2017]
Ashley S. Otto, PhD, Joshua J. Clarkson, PhD, and Frank R. Kardes, PhD


Decision making is all too often an aversive experience. In fact, work in cognitive neuroscience shows that decision making is often interpreted in similar ways as actual pain

What are People Saying about You? Using eWOM to Protect and Build Your Business
[3/1/2017]
Ana Babić Rosario, PhD, Francesca Sotgiu, PhD, Kristine de Valck, PhD, and Tammo H.A. Bijmolt, PhD


Do you know that what people say about you on the Internet impacts your business? Having a strong online presence is becoming increasingly important. So, how do you accomplish that?

Identifying and Managing the Buying Center
[12/1/2016]
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


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