March 2015 (Vol. 8, Iss. 1)
Rule-Based Thinking in Commercial Real Estate Transactions
Matthew S. Wood, PhD, and David W. Williams, PhD
By treating the commercial real estate buying decision as an investment, these buyers are unlike residential buyers who often make purchase decisions by relying, perhaps unwittingly, on less rational dynamics like emotion.
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The Mindset Needed for Sales Success
Chuck Fifield, MBA
The salesperson having a dynamic, learning or growth mindset is managing from the perspective of incremental productivity progress and potentially unimaginable opportunities.
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Can A Team Have Too Much Cohesion?
Sean Wise, PhD
Strong communication, good group dynamics, and collaboration are all cohesion goals for which real estate professionals and their team members strive.
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Salesperson Knowledge Distinctions and Sales Performance
Thomas W. Leigh, DBA, and Thomas E. DeCarlo, PhD
Professional selling is a learned intellectual skill where more knowledgeable sales personnel, ceteris paribus, should be expected to be more productive due to their superior client interaction and persuasion skills.
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Consumer Click Behavior at a Search Engine: The Role of Keyword Popularity
Kinshuk Jerath, PhD, Ma Liye, PhD, and Young-Hoon Park, PhD
Search engine tools such as Yahoo!, Google, and Bing, as well as international versions of these such as Baidu in China or Yandex in Russia all provide consumers with answers to any of their questions in a matter of milliseconds.
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INSIDER: The Seven Levels of Communication
John Tran, MBA Candidate
In the Generosity Generation, we can spend our time, energy, effort, and money on people we actually like and trust. In the end, those are the ones who are most valuable to our business.
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INSIDER: Millennial Rules
Stephen Bell, MBA Candidate
When a millennial is confronted by someone trying to sell them something, he or she almost immediately becomes closed off.
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