December 2011 (Vol. 4, Iss. 4)
How to Reduce Client's Perceived Availability of Alternative Agents
Brian N. Rutherford, PhD, Scott B. Friend, PhD, and G. Alexander Hamwi, PhD
Given the highly competitive market in which real estate agents work, striving to attract and retain valued customers is important. Understanding what makes a client want to...
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Understanding Consumer Willingness to Pay for Professional Services
Nada Nasr Bechwati, DBA
When it comes to utilizing professional services, consumers have a choice: perform the service for themselves or outsource the job to a service professional. The purpose of...
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INSIDER: Listen, Contribute, Connect
Dennis The, MBA Candidate
By now, most consumers are familiar with social media. It is easy to track how many Facebook friends, Twitter followers and LinkedIn connections exist on an individual...
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Necessary Condition #7 - The Right Approach Method
Charles Fifield, MBA
What is the right approach method for the professional salesperson to lead a buyer-seller interaction and achieve effective, efficient and consistent sales results? The pragmatist...
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INSIDER: Socially Identifying with Clients
Amanda Holmes, PhD
As a culture, we encourage young people to sample and engage in a variety of activities. The goal is, in essence, to understand one's gifts and talents, thereby finding those...
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INSIDER: Establishing an Effective Search Engine Marketing Campaign
Mark Tarro, MBA Candidate
Whether a consumer knows it or not, using a search engine to browse content on the Internet automatically engages him with the world of Search Engine Marketing (SEM)...
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Three American Generations and the Real Estate Marketer
Charles S. Madden, PhD
Over the past 50 years, groups of people in the United States have been classified into generational categories to better understand how age groupings tend to behave...
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