Home

Keller Center for Research

Browse Archives by Keyword: Ethics

The Stigma Turbine: (De)Stigmatization in the Real Estate Market
[12/1/2016]
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

The Skillset Needed for Sales Success
[6/1/2015]
Charles Fifield, MBA

The goals in professional selling are to build relationships and to sell value resulting in win-win outcomes. To do so, certain critical skills are required, including: relationship management, effective communication, and value-adding capabilities

What's the Best Thank You?
[6/1/2015]
Peggy Liu, BS, Cait Lamberton, PhD, and Kelly Haws, PhD

Acknowledgments and thank yous are given every day in nearly all professions, from real estate to acting to retail shopping.  Though such thank yous are common, people rarely put much thought into how various forms of such acknowledgements might be received differently. 

What Makes Working in Sales Satisfying: Who You Work With or What You Work For?
[9/6/2014]
Kirk Wakefield, PhD
What makes your work satisfying? Does what drives you to succeed ultimately lead you to be satisfied with your job? Compared to most other things, which of these best describe what motivates you to reach your goals?

Protect and Prevent: Neutralizations and Unethical Sales Behavior
[3/1/2014]
Laura Serviere-Munoz, PhD and Michael L. Mallin, PhD
For real estate professionals, neutralizations are of great relevance. A sales role presents challenges and pressures that may sometimes cloud good ethical judgment. Given the knowledge of neutralizations and the principles presented, real estate brokers and agents can begin to..

Improving Sales Performance Through Moral Judgment
[6/1/2012]
Charles H. Schwepker, Jr., PhD, David J. Good, PhD and Lindsay B. Odneal, MBA Candidate
To be successful in today's challenging economic conditions creates significant pressure on salespeople's ethical behavior. Moral judgment, a precursor to ethical behavior..

Using Workplace Wellness to Strengthen Your Sales Organization
[9/1/2011]
Ann M. Mirabito, PhD, William B. Baun, and Leonard L. Berry, PhD
Joe is a highly successful broker in northern Virginia. Until a month ago, his life seemed ideal. He enjoyed a professional reputation for integrity and insight. Scores of agents..

A Social Networks Perspective on Sales Force Ethics
[9/1/2010]
Matthew T. Seevers, PhD, Steven J. Skinner, DBA, and Scott W. Kelley, DBA
The past decade has witnessed a number of well-publicized ethical misconduct disasters, including accounting fraud at Enron and WorldCom, product liability at Firestone, and..

INSIDER: Ethical Salesperson Behavior in Buyer-Seller Relationships
[3/1/2010]
Laura Tweedie, MBA Candidate
Marketing professors, Dr. John D. Hansen and Dr. Robert J. Riggle, conducted a cross-sectional study of 206 purchasing agents to evaluate the implications of ethical behavior..

INSIDER: Cause-Related Marketing
[11/1/2008]
Chris Matcek, MBA/ME Candidate
How do your agency's marketing campaigns influence not just your customers but your agents as well? In Linking Cause-Related Marketing to Sales Force Responses and..


Top News | News Archives


Border Title