September 2013 (Vol. 6, Iss. 3)
Future Shock Is Here: Information Overload and Today's Home Buyer
Andrea Dixon, PhD - Editor, Keller Center Research Report
As we navigate the information overload of 21st century, we dedicate this issue of the Keller Center Research Report to current research that promises new insights for agents and...
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Comparing Apples-to-Apples or Apples-to-Oranges: Choice Difficulty in Home Buying
Eunice Kim Cho, PhD, Uzma Khan, PhD, and Ravi Dhar, PhD
Consumers are faced with choices each day. Marketers try desperately to influence our decision-making process, capturing our attention and appealing to...
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Show Me the Number: Communicating Probabilities and Tradeoffs in Real Estate Transactions
Ann M. Mirabito, PhD, Jesse R. Catlin, PhD, and Elizabeth Gelfand Miller, PhD
Have you ever watched your clients make bad decisions that cost them tens of thousands of dollars, even though you did your best to steer them to better decisions?
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Help Me Buy: The Value of a Strong Routine
Andrea L. Dixon, PhD
Real estate agents who create strong buying routines help clients move toward successful purchases. The changing nature of information sources in residential real estate may be...
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The Cost of Choosing: Cognitive Resource Depletion in the Home Buying Process
Vanessa G. Perry, PhD and J.D. Lee, PhD
Does expending more effort make consumers smarter? We question the intuitive assumption that consumers will make better decisions based on the...
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Word-of-Mouth Marketing: Talk Up Your Business
Stacey L. Schetzsle, PhD
With the increase in the number of blogs, consumer websites, and word-of-mouth outlets available to homebuyers, consumer-generated media is attracting...
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INSIDER: Conversations That Sell
Jacob Christie, MBA
The information age was supposed to kill-off the role of the salesperson. Any potential buyer could go out and, with sufficient research, discover a solution that...
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INSIDER: To Sell is Human
Dennis Thé, MBA
Attunement, buoyancy and clarity are the new requirements for influencing consumers in the 21st century...
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