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Keller Center for Research

Social Media Addiction & Work-Life Balance

Suzanne Zivnuska, PhD, John R. Carlson, PhD, Dawn S. Carlson, PhD, Ranida B. Harris, PhD, and Kenneth J. Harris, PhD
Internet addiction is regarded as a growing health concern in many parts of the world. Our research examines how social media can drain resources in the workplace and how employees react to social media posts by their colleagues, ultimately impacting job performance.
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Ensuring Newcomer Agent Success

Danny P. Claro, PhD, Carla Ramos, PhD, Gabriel R. Gonzalez, PhD, and Robert W. Palmatier, PhD
Even as U.S. companies spend more than $900 billion on building sales forces, salesperson turnover has reached 27%, and average tenures are as short as two years. This article addresses how your firm can help new agents successfully gain entry into a network of interconnected contacts.
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Creating Charisma

Sandra Pauser, PhD, Udo Wagner, PhD, and Claus Ebster, PhD
Do you use charisma to convey messages in a convincing manner to charm your clients? Our findings show that specific, learnable, and culturally appropriate displays of charismatic behavior can enhance client impressions and ultimately increase sales.
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Office Politics: Training Ground for Adaptive Sellers

Takuma Kimura, PhD, Belén Bande, PhD, and Pilar Fernández-Ferrín
Although much research has been focused on a salesperson’s externally directed behavior, we found that political skill and intrinsic motivation have effects on adaptive selling and sales performance. In light of this evidence, we recommend that every sales manager assist his/her salespeople with developing these intrapreneurial abilities.
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Reclaiming Competitive Advantage with Web Design

Alexander Bleier, PhD, Colleen M. Harmeling, PhD, and Robert W. Palmatier, PhD
With the quick availability of online listings and resources, some buyers may feel they no longer need the specialized services of a real estate agent. Have you considered how the content and design of your web site might help you reclaim competitive advantage, while connecting with potential clients on a deeper level?
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INSIDER: Rehumanize Your Business

Maria Arauz, MBA
Today, email is the standard method of business communication, but traditional emails are not always effective at allowing your personality to shine through. In Rehumanize Your Business, authors Ethan Beute and Steve Pacinelli examine how adding a personal video element to your emails can help generate leads and increase sales.
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INSIDER: Conversational Marketing

Jacob Brenton, MDiv/MBA Candidate
In their book Conversational Marketing, authors David Cancel and Dave Gerhardt share why online conversational marketing creates a better, more natural, and more profitable sales climate.
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Dodging Burnout and Minimizing Turnover

Fred O. Walumbwa, PhD, I-Chieh Hsu, PhD, Cindy Wu, PhD, Everlyne Misati, PhD Candidate, and Amanda Christensen-Salem, PhD
Studies have shown that service-related jobs, like those in real estate, can have negative impact on employees, including burnout and decreased motivation, leading to higher employee turnover. Our research examines how agencies and managers can lessen these impacts on their employees and decrease turnover within their organization.
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Timing is Everything: A Scheduled Plan for Your Social Media Presence

Vamsi K. Kanuri, PhD, Yixing Chen, PhD Candidate, and Shrihari (Hari) Sridhar, PhD
When you post social media content is just as important as what you post. In this article, we examine the impacts of social media posts based on time of day, emotionality of your content, and the results of boosting posts.
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Boosting Sales Force Morale in Highly Dynamic, Complex Markets: The Role of Job Resources

Nikolaos G. Panagopoulos, PhD, Bryan Hochstein, PhD, Thomas L. Baker, PhD, and Michael A. Pimentel, PhD Candidate
Improving sales force morale can be a valuable strategy to enhance job performance and reduce employee turnover. Despite the benefits that can come from high morale, little is known about what factors impact it. We examine what market demands impact morale and what resources you can leverage to boost morale in your organization.
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Riding the Wave: How to Make Your Videos Go Viral

Gerard J. Tellis, PhD, Deborah J. MacInnis, PhD, Seshadri Tirunillai, PhD, and Yanwei Zhang, PhD
Virality is the new ad currency. The key driver of virality is sharing of videos, but what drives sharing among your followers? Our research reveals that sharing is not a matter of luck or art, but it can be ascertained by scientific research. In this article, we examine what type of videos you should create to maximize sharing of and virality of your ads.
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Entrepreneurship: The Path to Well-Being

Nadav Shir, PhD, Boris N. Nikolaev, PhD, and Joakim Wincent, PhD
Entrepreneurs typically enjoy higher levels of job and life satisfaction. However, in contrast to the benefits, entrepreneurs may also experience high stress and longer working hours, while also fearing lower income. In this study, we examine how autonomy mediates the relationship between entrepreneurship and personal well-being.
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INSIDER: Breathe to Succeed: Increase Workplace Productivity, Creativity, and Clarity through the Power of Mindfulness

Corrie A. H. Penraat, MBA Candidate
In today’s real estate environment, it isn’t often you get a chance to just be still and breathe. The demands of multitasking and meeting deadlines under extreme pressure never seem to stop. In Sandy Abrams’ Breathe to Succeed, we learn how breath, self-awareness, and small changes in our daily routine can be a big part of our overall individual wellness solution, which can, in turn, lead to increased creativity, positivity, and productivity.
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INSIDER: Ultralearning

Brian LeCompte, MDiv/MBA Candidate
Most people think genius is an unmerited inheritance for a few lucky people, but what if genius could be learned? Moreover, what if it could be learned quickly? In Ultralearning, Scott Young arms his readers with the principles for becoming self-made experts in a skill set they want to develop in less time than is expected.
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Smartphone Use: Too Much of a Good Thing?

Meredith E. David, PhD, James A. Roberts, PhD, and Brett Christenson, PhD Candidate
With modern technology, you may think we are connected with each other more now more than ever. Yet, in many ways, we have never been so disconnected. Our research set out to learn more about the psychological effects of smartphone use on well-being.
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How to Win the Sale: Adaptive Sales Techniques

Bryan Hochstein, PhD, Willy Bolander, PhD, Ronald Goldsmith, PhD, and Christopher R. Plouffe, PhD
Your clients are more informed now than ever when making purchase decisions. Our research offers insights on applicable adaptive sales techniques based on the consumers’ perceived informedness about high-involvement purchases.
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The Risks of Ethical Behavior

Matthew J. Quade, PhD, Rebecca L. Greenbaum, PhD, and Mary B. Mawritz, PhD
At every firm, there are employees who will adhere to a strict ethical standard and those who value performance above all else. Our team examined what happens when there are disparities in ethical practice and job performance between employees and how ethics may have unintended consequences on the social landscape of your office.
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Maximizing the Benefits of Customer Referrals

Christophe Van den Bulte, PhD, Emanuel Bayer, PhD, Bernd Skiera, PhD, and Philipp Schmitt, PhD
Customers referred by other customers are the best kind. Our research conclusions shed light on why referred customers are more valuable and can also help firms and real estate agents maximize the benefits of customer referrals.
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INSIDER: One Million Followers

Arjun Azavedo, MBA Candidate
Do you have the right social strategy to reach the right people? In his book One Million Followers, author Brendan Kane examines concepts and processes that are simple and require no major investment—but that have proven to build social media followings in the millions.
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INSIDER: Explosive Growth

Maria Arauz, MBA Candidate
As a real estate agent, you're familiar with managing your own business. In this Insider article, we explore Cliff Lerner’s Explosive Growth strategies to help you grow your real estate business and stay ahead of the competition.
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Out of Office: What Type of Employee is Best Suited for Remote Work?

Sara Jansen Perry, PhD, Cristina Rubino, PhD, and Emily M. Hunter, PhD
Many U.S. employees believe working from home—or at least away from the office—can bring freedom and stress-free job satisfaction. But our recent research says, not so fast.
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If You Want More than Just "Likes," Attachment is Better than Attitude

Rebecca VanMeter, PhD, Holly A. Syrdal, PhD, Susan Powell Mantel, PhD, Douglas B. Grisaffe, PhD, and Erik T. Nesson, PhD
Social media has become increasingly important in driving sales. Our research suggests that understanding who receives your outreach is just as necessary as what you post.
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The Closer the Message, the Better

Yanli Jia, PhD, Yunhui Huang, PhD, Robert S. Wyer Jr., PhD, and Hao Shen, PhD
People understand ideas better when they are close and connected to a source of information. This research suggests using easy to handle media, appropriate detail, and physical distance may help captivate audiences and increase your outreach effectiveness.
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Watch Your Tone on Social Media

Renato Hübner Barcelos, PhD, Danilo C. Dantas, PhD, and Sylvain Sénécal, PhD
Voice and tone are powerful ways to differentiate connotation, importance, and legitimacy of your messaging. Finding the right balance will make your social media campaigns that much more effective in connecting with customers and reaching the right audience.
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Intellectual Humility

Maria Arauz, MBA Candidate
Humility is necessary to reach the heights of success. Recognizing there are gaps in your knowledge, being open to that realization, and working humbly to learn more is a hallmark of intellectual humility and a starting point for greatness for you and your team.
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INSIDER: Leaders Eat Last

Zack Snider, MBA Candidate
Understanding the attitudes and emotions behind work environments is paramount to leadership success. In this article, we examine Simon Sinek's Leaders Eat Last and explore how building a "circle of safety" can benefit your real estate firm.
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INSIDER: Rise and Grind

Jackson D. Price, MBA Candidate
According to Shark Tank's Daymond John, grit and determination are invaluable to business success. In this article, we examine the real estate applications of Rise and Grind to help you successfully grow your business.
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Trying too hard to get everyone to like you? Here's when and how, according to the Keller Center for Research

Research from the Keller Center for Research shows how empowering leadership actually helps reduce employee cynicism and boosts productivity.
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I, Me, & My: Little Words that Make a Big Difference in Agent-Customer Interactions

Grant Packard, PhD, Sarah G. Moore, PhD, and Brent McFerran, PhD
Through five studies, we explored the impact of using I, we, and you pronouns on purchase behaviors and customer satisfaction in sales and service interactions. What we found challenges conventional wisdom and practice when it comes to talking to customers.
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Coping with Stress in Real Estate

Jane E. Machin, PhD, Ann M. Mirabito, PhD, Natalie Ross Adkins, PhD, Elizabeth Crosby, PhD, and Justine Rapp Farrell, PhD
Stress is a national epidemic and is especially problematic among real estate professionals, manifesting in the second highest rates of anxiety and depression among all occupations. Ultimately, your business depends upon your ability to manage your stress, and our research points to some novel ways to help.
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Do Opposites Attract?

Stephanie M. Mangus, PhD and Ayalla Ruvio, PhD
Relationships are multidimensional and have external social factors acting on them to make them stronger or break them down. Therefore, it is imperative, especially in buyer-seller relationships, to utilize both similarities and differences between individuals to strengthen the relationship.
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Networking: The Difference in Knowing and Doing

Ko Kuwabara, PhD, Claudius A. Hildebrand, PhD, and Xi Zou, PhD
Networking can be a difficult issue for real estate professionals, and navigating that reality is key to successfully expanding professional ties to produce benefit for a firm, client, or project. This research examines how individuals' mindsets about networking affect their motivation to engage in networking.
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Cooperation in Client Relationships

Bruno Lussier, PhD and Zachary R. Hall, PhD
A critical success factor in the salesperson-customer relationship is cooperation. The purpose of this research is to analyze how salespeople’s actual cooperation efforts influence how customers perceive cooperation, and how customer-perceived cooperation influences relationship outcomes.
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INSIDER: The Art of Everyday Assertiveness

Zack Snider, MBA Candidate
Have you ever found yourself in a difficult situation because you went along with what your peers asked of you? In situations like this, assertiveness is the key to getting unstuck from other people’s routines and unlocking your own motivators to do what YOU want for the reasons YOU deem important.
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INSIDER: Show Up: Unlocking the Power of Relational Networking

Maria Arauz, MBA Candidate
As a real estate agent, you’re likely familiar with networking—but how can you stand out when everyone else is familiar with it, too? In his book, Show Up: Unlocking the Power of Relational Networking, author David France provides personal stories and applicable advice to help improve your networking strategy.
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Trouble in Paradise: How Working at Home May Negatively Affect Spouse's Work Productivity

Dawn S. Carlson, PhD, Merideth J. Thompson, PhD, Wayne S. Crawford, PhD, Wendy R. Boswell, PhD, and Dwayne Whitten, PhD
It's not unusual to put in a 60-80 work week, with many of those hours worked at home after hours. But have you considered how your working from home may affect your spouse's work productivity?
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Consumer Susceptibility to Cross-Selling Persuasion

Xuehua Wang, PhD and Hean Tat Keh, PhD
There are many possible applications of cross-selling for real estate, all of which have the potential to add value for the client and the agent. This article examines why some consumers are more susceptible to cross selling and how you can create a win-win for yourself and the buyer.
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Sharing Market Intelligence Among Salespeople

Zachary R. Hall, PhD, Ryan R. Mullins, PhD, Niladri Syam, PhD, and Jeffrey P. Boichuk, PhD
Understanding the changing dynamics of customers and competitors in your market is a cornerstone for maintained success. This information, known as market intelligence, helps improve decision-making, especially in real estate. But how do we utilize it in an agency context to bolster sales?
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Implementing Humor in Real Estate Transactions

Bruno Lussier, PhD, Yany Grégoire, PhD, and Marc-Antoine Vachon, PhD
Using humor wisely is known to have many benefits in the workplace. In this article, we examine the influence of salesperson humor usage on salesperson creativity, customer trust, and sales performance within the context of a salesperson-customer relationship.
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Predict, Don't Project

Meredith E. David, PhD
In real estate, the ability to connect with and build successful relationships with a client is based on the ability to predict a client’s preferences. However, there is a difference between predicting preferences and social projection, which could lead to misinterpretations of your own preferences as those of a client.
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INSIDER: UnSelling

Jackson Price, MBA Candidate
According to Scott Stratten and Alison Kramer, authors of Unselling, sixty percent of all purchase decisions are now made before you ever get a chance to share your pitch. In short, the majority of your potential clients have already decided on a real estate agent or firm before they even know they need one.
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INSIDER: The Culture Code

Arjun Azavedo, MBA Candidate
In his book, The Culture Code, Daniel Coyle draws from a unique range of anecdotes and experiences to display how finding similarities in diverse groups can aid in effective leadership and communication.
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Marketing Efforts Take Time, According to Keller Center for Research

Keller Center for Research Executive Director Randy Hacker shares advice to sellers on HomeLight.com on how to test their real estate agent's marketing plan.
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What are Likes Worth? A Facebook Field Experiment

Daniel Mochon, PhD, Karen Johnson, PhD, Janet Schwartz, PhD, and Dan Ariely, PhD
In the growing social media marketing landscape, interacting with customers on Facebook is at the forefront of businesses’ higher spending, but are your Facebook page likes actually driving client engagement and spending?
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Pricing Strategies: The Difference of a Digit

Lingjiang Lora Tu, PhD and Chris Pullig, PhD
In real estate, it is universally agreed that strategic pricing plays a huge role in determining how quickly a house will sell; yet there are still questions on how pricing affects different people.
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Boundary Conditions of Ethical Leadership: Stress as a Potential Inhibitor

Matthew J. Quade, PhD, Sara Jansen Perry, PhD, and Emily M. Hunter, PhD
In this article, we study the relationship between ethical leadership and employee deviance and turnover intentions, considering the role of hindrance stress from the leader and the job. Our findings show that ethical leaders who also impose additional demands are perceived to miss the mark in providing proper social support are likely to have deviant or withdrawing employees.
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Salesperson Ambidexterity and Customer Satisfaction

Raj Agnihotri, PhD, Colin B. Gabler, PhD, Omar S. Itani, PhD, Fernando Jaramillo, PhD, and Michael T. Krush, PhD
To remain competitive, salespeople must provide excellent service while still reaching their sales quotas. When these two ideas converge, sales-service ambidexterity is achieved. But how can sales managers encourage their sales associates to reach this medium?
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The Influence of Political Skill on Sales Outcomes

Jie Li, PhD, Gong Sun, PhD, and Zhiming Cheng, PhD
It is widely recognized that political skill enables employees to secure valuable resources within their own companies and to promote positive outcomes with customers. In this article, we examine the effect of political skill in the sales context and draw conclusions for real estate professionals.
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Maximizing Your Social Media Marketing

Kevin Pettit, MBA Candidate
A strong social media presence is critical to cultivate relationships with potential clients and build credibility in the public eye. Effective use of social media platforms will help convert views into sales, retain those clients over long periods of time, and build a lasting business.
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INSIDER: When—The Scientific Secrets of Perfect Timing

Clint Ratliff, MBA Candidate
In his book, When—The Scientific Secrets of Perfect Timing, Daniel H. Pink reaffirms the idea that “timing is everything” through anecdotal discourse and scientific research to impart a better understanding of how to find your perfect timing.
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INSIDER: Sales Insanity

Jorge Trevino, MBA Candidate
As a sales person, you must always be ready to embrace the challenges that the selling environment poses in your professional life. In Sales Insanity, Cannon Thomas recounts unique sales blunders which highlight the importance of adapting to the ever-changing sales environment.
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Gratitude in Buyer-Seller Relationships

Stephanie M. Mangus, PhD, Dora E. Bock, PhD, Eli Jones, PhD, and Judith Anne Garretson Folse, PhD
Gratitude has immense value to firms and is linked to increases in share of wallet, sales revenue, sales growth, and customer commitment. Our research shows how sales professionals can improve their relational outcomes with customers by fostering more grateful customers through their own expressions of gratitude.
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Why People Like Where They Live

Robyn Driskell, PhD, Larry Lyon, PhD, and Brittany M. Fitz-Chapman, PhD
Community and individual-level factors affect the satisfaction a person derives from living in his or her community. How do we determine if a community is meeting the needs of the person, and how do we better prepare our communities, moving forward, to appeal to potential homeowners?
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Strategic Personal Branding—And How It Pays Off

Deva Rangarajan, PhD, Betsy D. Gelb, PhD, and Amy Vandaveer
A well-defined and consistent personal brand can elevate agent recognition, generate leads, and build authority and credibility. It can also help agents develop a unique value proposition, identify target customers, and humanize marketing campaigns. Does your personal brand communicate the right message?
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Valuable Virality

Ezgi Akpinar, PhD and Jonah Berger, PhD
Viral ad campaigns have become a necessity in the digital world. Our research examines the key factors driving valuable virality and shows how the sharing of an ad and brand evaluation of a product are dependent on ad content.
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Judging a Book by Its... Online Reviews?

Pareezad Zarolia,PhD and Kateri McRae, PhD
In the simplest of transactions, the exchange of goods and services between a buyer and a seller develops a relationship that is dependent on trust. This study examines how direct and indirect impressions influence the development of trust in social relationships.
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INSIDER: Why Women Buy

Courtney A. Harris, MBA
Research shows that women account for 85 percent of all consumer purchases and have $7 trillion in buying power. In Why Women Buy, Dawn Jones shares insights to provide sales professionals with a relevant and detailed guidebook for improving results with and meeting the needs of this powerful market.
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INSIDER: Sales EQ

Kevin Pettit, MBA Candidate
In Sales EQ, Jeb Blount explains that the emotional experience of buying is more important than any product, price, or feature. To be an effective sales person, it is necessary to approach people the way they buy rather than the way you sell, which requires high emotional intelligence and knowledge of how people make decisions.
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Reducing Employee Cynicism and Time Theft Through Empowering Leadership

Natalia M. Lorinkova, PhD and Sara Jansen Perry, PhD
What kind of relationships do you have with those who report to you and with your own boss? We study these relationships in conjunction with empowering leadership to suggest that the better these relationships are, the better position leaders are in to positively influence their employees.
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The Effects of Bedtime Writing

Michael K. Scullin, PhD and Donald L. Bliwise, PhD
Bedtime worry, including worrying about incomplete future tasks, is a significant contributor to difficulty falling asleep. This article examines how bedtime to-do list writing can serve as a beneficial behavioral sleep aid for busy real estate professionals.
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Does Liking Lead to Loving?

Leslie K. John, PhD, Oliver Emrich, PhD, Sunil Gupta, PhD, and Michael I. Norton, PhD
When a customer clicks the like button on a brand’s Facebook page, what happens? Do these likes have value to a company, or are they merely the click of a button?
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Networking Benefits for Real Estate Professionals: Men and Women are Different

Gerrard Macintosh, PhD and Michael Krush, PhD
Research shows that men and women network differently and benefit differently from networking. In our research, we examine different types of networking benefits for female and male real estate professionals which allows us to offer suggestions for more effective networking.
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The Fundamentals of Trust in Business Relationships

Houcine Akrout, PhD and Mbaye Fall Diallo, PhD
How can you ensure trust is prevalent in your real estate operation? In this article, we discuss the three stages of trust, the three forms of trust, and how they affect a client’s behavior so that you can successfully and effectively build trust with your clients.
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INSIDER: Everything You Need to Know About Social Media

Miranda Fair, MBA Candidate
Social media has revolutionized communication and advertising and is a useful tool for keeping up with news, family, and friends. As a real estate professional, though, understanding how to best use each social media platform can have a positive impact on your business.
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INSIDER: The Multigenerational Sales Team

Clint Ratliff, MBA Candidate
Buyer and seller markets are now comprised of multiple generations that not only see the world differently, but also value vastly different lifestyles. While the differences between generations provide obstacles to overcome, it is also important to recognize the accessibility, innovation and collaboration these differences provide for the workplace.
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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.
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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.
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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.
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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.
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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.
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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.
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Connecting Luxury Homes with Right-Minded Consumers

JaeHwan Kwon, PhD, Yuri Seo, PhD, and Dongwoo Ko, PhD
Our research examines how a consumer's view of this theory can affect his/her preference for luxury, and how advertisers, marketers, and real estate agents can use this information to increase the likelihood that consumers respond positively to luxury, increasing your chances of a sale.
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Combatting a Stigma Begins with You

Sven Mikolon, PhD, Glen E. Kreiner, PhD, and Jan Wieseke, PhD
Stigma is inherently problematic for any worker but is particularly detrimental for real estate agents and other sales representatives. Stigma can be detrimental to agents because job performance and personal well-being depend greatly on favorable interactions with customers.
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How Customer Satisfaction Affects Employee Job Satisfaction

Alex R. Zablah, PhD, Brad D. Carlson, PhD, D. Todd Donavan, PhD, James G. Maxham, III, PhD, and Tom J. Brown, PhD
Firms often prioritize frontline employee job satisfaction, hoping that satisfied employees will lead to satisfied customers. In real estate, this implies that improvements in agent satisfaction are expected to increase client satisfaction. According to our research, these agencies may be missing an important opportunity.
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Importance of Motivation to Career Success

Keo Mony Sok, PhD, Phyra Sok, PhD, and Luigi M. De Luca, PhD
The need for fantastic sales professionals is greater today than ever before. Increasingly, clients demand sales professionals provide exceptional customer service that coincides with meeting those desired results. To this, motivation is key.
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INSIDER: 2 Chairs: The Secret that Changes Everything

Courtney A. Harris, MBA Candidate
The new book, 2 Chairs: The Secret that Changes Everything, is crucial not only for people who are in trouble themselves, but also for those who just don’t know what advice to give to others in need.
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INSIDER: Emotional Agility

Austin Taylor, MBA Candidate
In Emotional Agility, Susan David offers a groundbreaking way to recognize our feelings and gives us the tools we need to avoid the emotional ruts that keep us from reaching our bigger goals.
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Keller Center Research Report Article Featured in Realtor Magazine: When Agents Fail, They Need You Most


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Combatting Real Estate Professionals’ Insecurity

Nawar N. Chaker, PhD, David W. Schumann, PhD, Alex R. Zablah, PhD, and Daniel J. Flint, PhD
Have you ever felt insecure in your career? Have you ever doubted your ability to fulfill your job duties? If so, you are certainly not the only one in your field experiencing these emotions. While most are unwilling to admit their insecurity or discuss their self-doubt with their peers, insecurity is common among sales professionals.
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Friends vs. Strangers: How Closeness Impacts Social Sharing

David Dubois, PhD, Andrea Bonezzi, PhD, and Matteo De Angelis, PhD
The art of being a successful real estate agent largely depends on the need to interact socially. How you interact with your own clients indeed effects their opinion of the services you provide and ultimately shape their opinions about you or your company.
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Do Past Preferences Indicate Future Selections?

Kate Barasz, PhD, Tami Kim, PhD Candidate, and Leslie K. John, PhD
Predicting others' preferences can result in a distinct advantage for a salesperson, especially through creating choice sets based on clients' implicit and explicit wants and needs. Oftentimes, these predictions must be made with almost no information about the client's preferences, so the salesperson may have to rely on previously observed behaviors.
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Building a Winning Sales Presentation

Charles Fifield, MBA
Delivering an effective sales presentation to a prospective real estate client will impact attaining your desired outcome for most client interactions.
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Looking Back: Key Themes in Sales Research

Keith A. Richards, PhD, Wyatt Schrock, PhD, Yanhui Zhao, PhD, and Douglas E. Hughes, PhD
In every field of study, there are moments when looking back helps us better understand where we are now and the path forward. In an effort to uncover key takeaways for salespeople, we reviewed the lessons gleaned from the past 35 years of sales research.
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INSIDER: Shiftability

Luke Smith, MBA
Throughout our daily lives, we have many options. We can change our jobs, our bosses, our cities, and try endless news sales methods. However, unless we undergo personal transformation ourselves, external changes will not propel us where we want to go or help us become who we need to be.
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INSIDER: Fearless Public Speaking

Courtney A. Harris, MBA Candidate
In his book, Fearless Public Speaking, Patrick King explains exactly what it takes for you to confidently prepare for a talk or presentation and command the stage once you're there.
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Keller Center Research Report Article Featured in Realtor Magazine

This Realtor Magazine article cites a 2016 study published in Baylor University’s Keller Center Research Report. After analyzing the performance of 117 salespeople, researchers found that if a competitive person is placed in a noncompetitive environment, he or she will perform no better than his or her noncompetitive peers. The office culture, therefore, overrides a person’s competitive nature, the study found.
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Shaping Homeowner Pricing Decisions

Katherine E. Loveland, PhD, Naomi Mandel, PhD, and Utpal M. Dholakia, PhD
During the housing crisis, many homeowners continued to ask unreasonably high prices for their homes. This reluctance to lower asking prices created an excess supply of more than 6 million homes.
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Forgiveness on Your Team: Role of Cohesion and Collective Action

Kyle Irwin, PhD, Jo-Ann Tsang, PhD, Robert Carlisle, PhD, and Megan Johnson Shen, PhD
Forgiving a transgressor plays a monumental role in team or group dynamics. At a team level, forgiveness can impact the cohesiveness of the team or collective action.
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Are Clients Persuaded by Boastful Agents?

Grant Packard, PhD, Andrew D. Gershoff, PhD, and David B. Wooten, PhD
Boasting by real estate agents can produce negative and positive reactions from their clients. However, boasting combined with a strategy to develop trust can be advantageous to a real estate agent.
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Getting into the Business of Your Buyer's Success

Charles Fifield, MBA
A basic objective to any selling engagement should be the buyer’s success, however that may be defined by the buyer.
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Is the Customer Really King?

Christopher R. Plouffe, PhD, Willy Bolander, PhD, Joseph A. Cote, PhD, and Bryan Hochstein, PhD
The modern real estate agent's business relationships today transcend obvious interactions with customers and now also include the internal business team and external business partners. The successful agent must skillfully manage these three relationships to complete the transaction.
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INSIDER: Sales Growth

Erick Huntley, MBA
In their new book, Sales Growth, authors Baumgartner, Hatami, and Valdivieso lead the reader through a series of strategies designed to help sales executives and their organizations continue to grow in a continuously changing world.
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INSIDER: If the Point of Selling Isn't Selling, then What's the Point?

Courtney A. Harris, MBA Candidate
Salespeople will be more successful when they understand that the point of selling isn't selling. A salesperson's job is to help his or her customer make a better buying decision.
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Sidestepping the Home Buying Process

Ashley S. Otto, PhD, Joshua J. Clarkson, PhD, and Frank R. Kardes, PhD
Decision making is all too often an aversive experience. In fact, work in cognitive neuroscience shows that decision making is often interpreted in similar ways as actual pain.
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Partner Phubbing: How Cell Phones Impact Romantic Partnerships

James A. Roberts, PhD and Meredith E. David, PhD
Your partner just walked in and you can tell from her facial expression that something is weighing heavy on her mind. You ask what's wrong, and right as she begins to tell you, your phone rings.
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Outperforming Whom? Performance-Prove Goal Orientation

Bart Dietz, PhD, Daan van Knippenberg, PhD, Giles Hirst, PhD, and Simon Lloyd D. Restubog, PhD
Many people are driven to perform and succeed, especially when that drive comes from competition to outperform others. Competition and personal performance can be beneficial traits to people in performance-driven professions. But, how do people alter their drive to compete when they become members of a team?
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Don't Overcomplicate -- Adapt and Simplify

Sven Mikolon, PhD, Anika Kolberg, PhD, Till Haumann, PhD, and Jan Wieseke, PhD
Professional services sales encounters are a two-way street between the client and the service provider. Such encounters require input from both parties to mutually find the best fitting professional service for the client.
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What are People Saying about You? Using eWOM to Protect and Build Your Business

Ana Babić Rosario, PhD, Francesca Sotgiu, PhD, Kristine de Valck, PhD, and Tammo H.A. Bijmolt, PhD
Do you know that what people say about you on the Internet impacts your business? Having a strong online presence is becoming increasingly important. So, how do you accomplish that?
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INSIDER: So, You're New to Sales

Austin Taylor, MBA Candidate
In his book So, You're New to Sales, Bryan Flanagan lays out every detail, step-by-step, that is necessary for the novice to become a professional agent.
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INSIDER: A Beautiful Constraint - Turning Obstacles Into Opportunities

Anand Vamsee Jonnabhotla, MBA/MSIS Candidate
In the book, A Beautiful Constraint, the authors, Adam Morgan and Mark Barden, take us through a series of real-world examples that show how constraints can positively impact a project and, in turn, help develop successful sustainable solutions.
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The Stigma Turbine: (De)Stigmatization in the Real Estate Market

Jane E. Machin, PhD, Ann M. Mirabito, PhD, and Natalie Ross Adkins, PhD
You have probably experienced situations where buyers, homes, or entire neighborhoods have been stigmatized. The emotional reactions created by stigmas can prevent your buyers from making smart decisions and can limit your sales opportunities.
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