June 2012 (Vol. 5, Iss. 2)
Improving Sales Performance Through Moral Judgment
Charles H. Schwepker, Jr., PhD, David J. Good, PhD and Lindsay B. Odneal, MBA Candidate
To be successful in today's challenging economic conditions creates significant pressure on salespeople's ethical behavior. Moral judgment, a precursor to ethical behavior...
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Customer Emotion Management: The Customer Needs To Smile Too
Gülnur Tumbat, PhD
In many service provider-customer or seller-buyer contexts, it has been assumed that the service provider or seller must exhibit a positive attitude towards customers, and may...
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Necessary Condition #9 - The Right Metrics
Charles Fifield, MBA
Many sales organizations focus on measuring or tracking outputs or results with less emphasis on inputs, which is akin to telling a football team to stop the opponent from...
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INSIDER: Challenge the Common Sales Conceptions
Mark Tarro, MBA Candidate
Today's customers are savvier than ever before, largely thanks to growing accessibility to information through technology. Selling to these customers has become a challenging...
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INSIDER: Next Wave of Social Networking - Integrating The Visual
Aparna Sundar, PhD Student
Pinterest has all the elements for a right brain, visual thinker. Images, pin boards, minimal word content and high quality visuals that makes staying on the site feel like you are...
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INSIDER: Seller Financing - When You Can't Bank on the Bank
Rachel Watson, JD, MBA Candidate
With banks applying stricter guidelines to conventional real estate mortgages, many buyers have found it difficult to qualify for home loans. It is estimated that forty percent...
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