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Browse Archives by Keyword: Marketing and Sales

Attracting Talent from University Sales Programs to Grow Your Real Estate Agency
Andrea L. Dixon, PhD, Raj Agnihotri, PhD, Leff Bonney, PhD, Robert Erffmeyer, PhD, Ellen Bolman Pullins, PhD, Jane Z. Sojka, PhD and Vicki West, MBA
When looking to add new agents to your agency, finding individuals who can add value immediately is important. Additionally, finding the right person who will fit your job and your agency will increase the probability of...

INSIDER: Changing the Sales Conversation
Susan Monaghan, MBA
Previously, providing information was a key way that salespeople created value for clients. Now, sales professionals must adapt the value creation process to address changing client needs by...

INSIDER: Sales and Marketing the Six Sigma Way
Natasha Ashton, JD/MBA Candidate
Efficiency, process improvement, and value creation are not just buzzwords in today’s business world; they have become the foundation for real, sustainable competitive advantage. However, the path to achieving or improving upon these fundamental concepts is not always clear...

INSIDER: The Ambivert Advantage
Clint Justice, MBA Candidate
Are extraverts are the best candidates for sales positions? Despite the proliferation of this assumption in numerous sales organizations, studies have shown that there is a weak and inconsistent relationship between extraversion and sales performance. In fact, recent studies indicate that...

Is Work-Family Balance Possible?
Dawn Carlson, PhD, K. Michele Kacmar, PhD, Joseph G. Grzywacz, PhD, Bennett Tepper, PhD, and Dwayne Whitten, DBA
Do you have a balanced work and family life? For many, this question is difficult to answer because the definition of “balance” varies. Regardless of the definition, it is clear that the demands of work can impact an individual’s...

Unmasking the High-Performing Salesperson
Christophe Fournier, PhD (France)
This article is written to help “unmask” the qualities of high-performing salespeople in the context of task and time management preferences to help managers and agents achieve the greatest business outcomes. Understanding an agent’s task and time preferences can help increase...

Accidental Referrals
Bryan Lilly, PhD and Aliosha Alexandrov, PhD
For realtors and other providers of professional services, customer referrals are one of the most important sources of new business. As service providers, we want customers saying...

Engineering Success for Your Agents
Andrea L. Dixon, PhD, Karen E. Flaherty, PhD, Son K. Lam, PhD, Nick Lee, PhD, and Jay P. Mulki, PhD
The real estate agency leader can make a marked difference on agency outcomes by creating, enhancing, and changing connections between...

Improving Performance by Managing Sales Call Volume
G. Alexander Hamwi, PhD and Brian N. Rutherford, PhD
How can a salesperson improve her performance? This is a question that sales management researchers have spent a great deal of effort and time trying to...

INSIDER: Contagious: Why Things Catch On
Stephen Chandler, MBA Candidate
Understanding how to push your products, services, and ideas to catch on is essential for success. To do so, users need to discover how to...


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