March 2014 (Vol. 7, Iss. 1)
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...
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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...
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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...
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Protect and Prevent: Neutralizations and Unethical Sales Behavior
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...
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Leveraging Market Orientation for Real Estate
Samaa Taher Attia, PhD (Egypt)
Real estate professionals must understand that it is important to focus on each of the four dimensions of Market Orientation. While maintaining a strong focus on customers, it is equally important to...
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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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INSIDER: Jab, Jab, Jab, Right Hook
Susan Monaghan, MBA Candidate
With social media becoming the fastest growing area of marketing today, real estate professionals can attract more clients by expanding their reach across...
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