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Keller Center Research Report

Keller Center for Research

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March 2018 (Vol. 11, Iss. 1)


The Power of Surveys to Increase Repeat Business

Sterling A. Bone, PhD, Katherine N. Lemon, PhD, Clay M. Voorhees, PhD, Katie A. Liljenquist, PhD, Paul W. Fombelle, PhD, Kristen B. DeTienne, PhD, and R. Bruce Money, PhD
Do you take the time to request feedback from your clients and customers? If not, you could be missing out on an opportunity to boost repeat business. Research has shown that merely soliciting a review from customer increases repeat business.
Keywords: Customer Relations, Marketing and Sales
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How Language Shapes Word of Mouth's Impact

Grant Packard, PhD and Jonah Berger, PhD
Today, consumers can express their opinions about a product, a property, or almost anything. A few lines written by an anonymous user in a completely different geographic location and time zone can impact success or failure in the marketplace.
Keywords: Customer Relations, Social Media
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Doing Well vs. Doing Good

Amna Kirmani, PhD, Rebecca W. Hamilton, PhD, and Debora V. Thompson, PhD
The ideal real estate agent has high competence as well as high integrity. But not all real estate agents are perceived that way.
Keywords: Customer Relations
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Playing the Value Game of Sales

Charles Fifield, MBA
The Value Game is not just your normal game encounter, but rather a real-life experience in which sellers and their supporting teammates, the sponsoring company and the products/services being offered, engage with prospective buyers to reach a win-win game outcome.
Keywords: Customer Relations, Marketing and Sales
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INSIDER: The Business of Flipping Homes

Miranda Fair, MBA Candidate
Thanks to the number of popular television shows, many people get the impression that they, too, can immerse themselves in a world of sparkling granite, colorful tiles, and rich hardwoods, all while making a handsome profit. But successful flippers have knowledge that extends beyond farmhouse bathrooms or modern living spaces.
Keywords: Insider
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INSIDER: Listing Boss

Kevin Pettit, MBA Candidate
Differentiating one's self from the competition is crucial to the success or failure of the business. In his new book, Listing Boss, Hoss Pratt discusses the changing environment and shares insight that will empower you to exceed your sales goals by transforming the way you approach your business.
Keywords: Insider, Marketing and Sales
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