November 2008 (Vol. 1, Iss. 2)
What Do Consumers Expect from Real Estate Agents
Kirk Wakefield, PhD, Chris Pullig, PhD, Laura Indergard, MBA, Suzanne Blake, MBA Candidate, Bryan Gregory, MBA Candidate, Chris Matcek, MBA/ME Candidate, Tara Gitau, BBA
How do home buyers or sellers decide on an individual agent? We conducted a focus group among recent home buyers and sellers asking just that question...
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DISC Behavioral Styles and Sales Performance
Kirk Wakefield, PhD
Does an agent's behavioral style influence performance? Do groups or offices work better if there is an appropriate mix of individuals with different behavioral styles? What is a...
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Lead Conversion: Adaptation, Influence, and Customer Value
Christopher P. Blocker, PhD, Laura Indergard, MBA, Jacqueline Simpson, MBA Candidate, Chris Matcek MBA/ME Candidate
A national study was conducted to explore the approaches that real estate agents use to influence their clients in face-to-face meetings. Findings revealed the following insights...
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Housing Prices Likely to Turn Around in 2009, Survey Finds
Charles North, PhD, Chris Pullig, PhD, Laura Indergard, MBA, Jacqueline Simpson, MBA Candidate
Housing prices are likely to stop falling by the end of 2009, say nearly three-fourths of economists in a recent survey. In addition, life-cycle issues, such as needing a home...
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Stress: It is Your Business!
Chris Pullig, PhD
Are you stressed? Are the people you work with stressed? Undoubtedly, we all feel somewhat stressed these days. However, stress is not universally bad...
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INSIDER: Cause-Related Marketing
Chris Matcek, MBA/ME Candidate
How do your agency's marketing campaigns influence not just your customers but your agents as well? In Linking Cause-Related Marketing to Sales Force Responses and...
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INSIDER: Efficiency of Franchising
Jacqueline Simpson, MBA Candidate
Is franchising in the residential real estate brokerage market efficient? What are the impacts on firms by franchising? What are the benefits for firms when franchising?
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INSIDER: The Effects of Friendship on Business Relationships
Bryan Gregory, MBA Candidate
How do you manage friendship in your business? If the answer is "I don't," then this study may change how you do business. The effects of friendship on business...
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INSIDER: Probability of Sale
Chris Matcek, MBA/ME Candidate
Is there a way to tell ahead of time how likely a listing is to sell? In The Probability of Sale for Residential Real Estate (Journal of Housing Research) Ken H. Johnson, Justin D...
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INSIDER: Referral Reward Programs and Referral Likelihood
Suzanne Blake, MBA Candidate
How can referrals affect your business positively? Conversely, what is the significance of the damage they can inflict? Referral reward programs can play a considerable role in...
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