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Keller Center Research Report

Keller Center for Research

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Paragraph Beginning Decor December 2022 (Vol. 15, Iss. 4)


Navigating Ethical Dilemmas: The Lone Wolf Salesperson

Bruno Lussier, PhD, Nawar N. Chaker, PhD, Nathaniel N. Hartmann, PhD, and Deva Rangarajan, PhD
Within the remote-work culture of real estate, it is not unusual to find a lone wolf salesperson, one who prefers to work independently when making decisions, setting priorities, and accomplishing goals. These lone wolf salespeople sometimes have a "sell at all costs" mentality, which can lead to ethical dilemmas. In this research, we explore the relationship between lone wolf sales tendencies and ethical behavior.
Keywords: Management
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Co-Worker and Supervisor Support During Pregnancy

Kristen P. Jones, PhD, Jacquelyn M. Brady, PhD, Alex P. Lindsey, PhD, Lilia M. Cortina, PhD, and C. Kendall Major, MD
Workplace stress can impact prenatal and postpartum health, which in turn, affects return to the workplace and subsequent productivity. This research reports on two factors that can mitigate stress pregnant women encounter at work: coworker support and supervisor support received during pregnancy—both of which can alleviate stress during pregnancy, leading to lower incidence of postpartum depression, faster physical recovery, and greater ease of transition back into the workplace for the mother.
Keywords: Management, Service
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Effects of Sales Managers’ Leadership Worthiness on Salesperson Turnover

Vishag Badrinarayanan, PhD, Aditya Gupta, PhD, and Nawar N. Chaker, PhD
Salesperson turnover is an important issue for real estate. Building on the familiar saying, "People don't quit jobs, they quit bosses," our study proposes a new concept, sales managers' leadership worthiness, and demonstrates that perceived leadership worthiness increases salespersons' trust in and identification with their managers, ultimately reducing turnover intentions.
Keywords: Management
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Making Every (Employee) Voice Count

Marlene S. Neill, PhD, APR and Shannon A. Bowen, PhD
Organizational communication managers are tasked more and more with prioritizing employee communication due to an increase in remote work. Listening, one of the primary components of communication, which also influences employee turnover, has not received much attention in research or in practice. We conducted our study to learn more about the state of listening in U.S. companies and organizations.
Keywords: Management, Service
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Digital Information Flow Continuum: A Service Dominant-Logic Perspective

James Peltier, PhD, Andrew Dahl, DBA, and Eric Swan, DBA
The emergence of digital information platforms allowing consumer-to-consumer communications is changing how service ecosystems establish and create value for service innovations. The communications regarding these innovations have transitioned from pure "one-to-one" communication and engagement processes to "many-to-many" informational touchpoints. Our study assesses these information flows in service ecosystems and how they influence decision-making of digital innovations.
Keywords: Marketing and Sales, Technology
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INSIDER: The First-Time Manager

Brandon Chenevert, MBA Candidate
So, you've been promoted to manager-now what? In this Insider, we examine The First-Time Manager, which is a resourceful guide to help ease nerves, learn the ropes, recognize new responsibilities, relationships, and risks, and make a lasting impact on your organization and others around you through your new management role.
Keywords: Management
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INSIDER: Emotional Intelligence for the Modern Leader

Tyler O'Mary, MBA Candidate
The best predictor of long-term success in the workplace is emotional intelligence. Emotional intelligence, or EQ, is what takes leaders from average to extraordinary. Having a better understanding of how emotions influence behavior will enable you to make more intelligent decisions, overcome obstacles, and transform the way you lead.
Keywords: Management
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