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March 2017

Keller Center for Research

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March 2017 (Vol. 10, Iss. 1)


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.
Keywords: Customer Relations, Marketing and Sales
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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.
Keywords: Customer Relations, Technology
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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?
Keywords: Management
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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.
Keywords: Customer Relations, Marketing and Sales
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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?
Keywords: Marketing and Sales, Social Media, Technology
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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.
Keywords: Insider, Marketing and Sales
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INSIDER: A Beautiful Constraint - Turning Obstaces 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.
Keywords: Insider, Management
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