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Keller Center Research Report

Keller Center for Research

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Paragraph Beginning Decor June 2021 (Vol. 14, Iss. 2)


Interpersonal Trust During Market Turbulence

Stephanie M. Mangus, PhD, Eli Jones, PhD, Judith Anne Garretson Folse, PhD, and Shrihari Sridhar, PhD
As market turbulence increases, strain occurs that impacts the customer-salesperson relationship. We examine how a strong foundation of both business and personal trust between the buyer and the seller is essential to building a relationship that can withstand unstable times.
Keywords: Customer Relations
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Improvised Marketing Interventions: The Future of Impactful Real Estate Marketing?

Abhishek Borah, PhD, Sourindra Banerjee, PhD, Yu-Ting Lin, PhD, Apurv Jain, and Andreas B. Eisingerich, PhD
Consumers are faced with more advertisements than ever, leading to consumer fatigue and ineffective marketing strategies. We explain how improvised marketing interventions—highly effective social media actions which utilize quick wit in real time in response to a situation or event—can help you attain a competitive advantage, even in an overly saturated environment like social media.
Keywords: Customer Relations, Social Media
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Creating Success through Sales Influence Tactics

Richard G. McFarland, PhD and Andrea L. Dixon, PhD
The success of your business depends on how effectively salespeople can influence your clients. In real estate, it is vital to understand how salespeople influence customers and how they can improve those skills. Our research provides additional resources for salespeople to better understand the full set of sales influence tactics at their disposal.
Keywords: Customer Relations, Marketing and Sales
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Improving Sales Performance with Manager Likeability

Edward L. Nowlin, PhD, Doug Walker, PhD, and Nwamaka A. Anaza, PhD
Is it important for salespeople to like their managers? Research has established that people will do things for people they like, but does this have an impact on a firm’s sales performance? In this research, we examine several steps and practices that can increase your likeability as a manager, which can be a powerful driver of organizational sales performance.
Keywords: Management, Marketing and Sales
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Encouraging eWOM on Social Media

Taemin Kim, PhD, Hyejin Kim, PhD, and Yunhwan Kim, PhD
Roughly 50 million businesses have a Facebook profile, and users share more than 2.5 billion comments a month on those business profiles. Consumer engagement with these businesses on social media is a significant marketing goal, and our study explores how businesses’ Facebook posts, both informational and emotional, affect customers’ electronic word-of-mouth.
Keywords: Social Media
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INSIDER: Words that Change Minds

Brian LeCompte, MDiv/MBA
Good leaders understand the people they are leading well enough to know their “language,” which they then use to influence employees’ or followers’ decisions and actions. Learning the language that influences others is particularly important for managers and team leaders and is the focus of Shelle Rose Charvet’s book, Words That Change Minds: The 14 Patterns for Mastering the Language of Influence.
Keywords: Insider, Management
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INSIDER: Loonshots

Kayla Wilson, MBA Candidate
Loonshots are ideas that, at face value, appear to be entirely outlandish, but that have the potential for great success. In Safi Bahcall's Loonshots: Nurture the Crazy Ideas That Win Wars, Cure Diseases, and Transform Industries, we learn that the vitality of loonshots extends into the board room and is dependent upon careful nurturing and cultivation of these loonshot ideas.
Keywords: Insider, Management
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