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June 2017

Keller Center for Research

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June 2017 (Vol. 10, Iss. 2)


Shaping Homeowner Pricing Decisions

Katherine E. Loveland, PhD, Naomi Mandel, PhD, and Utpal M. Dholakia, PhD
During the housing crisis, many homeowners continued to ask unreasonably high prices for their homes. This reluctance to lower asking prices created an excess supply of more than 6 million homes.
Keywords: Financials, Marketing and Sales
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Forgiveness on Your Team: Role of Cohesion and Collective Action

Kyle Irwin, PhD, Jo-Ann Tsang, PhD, Robert Carlisle, PhD, and Megan Johnson Shen, PhD
Forgiving a transgressor plays a monumental role in team or group dynamics. At a team level, forgiveness can impact the cohesiveness of the team or collective action.
Keywords: Management
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Are Clients Persuaded by Boastful Agents?

Grant Packard, PhD, Andrew D. Gershoff, PhD, and David B. Wooten, PhD
Boasting by real estate agents can produce negative and positive reactions from their clients. However, boasting combined with a strategy to develop trust can be advantageous to a real estate agent.
Keywords: Customer Relations, Lead Generation, Marketing and Sales, Social Media
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Getting into the Business of Your Buyer's Success

Charles Fifield, MBA
A basic objective to any selling engagement should be the buyer’s success, however that may be defined by the buyer.
Keywords: Marketing and Sales
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Is the Customer Really King?

Christopher R. Plouffe, PhD, Willy Bolander, PhD, Joseph A. Cote, PhD, and Bryan Hochstein, PhD
The modern real estate agent's business relationships today transcend obvious interactions with customers and now also include the internal business team and external business partners. The successful agent must skillfully manage these three relationships to complete the transaction.
Keywords: Management, Marketing and Sales
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INSIDER: Sales Growth

Erick Huntley, MBA
In their new book, Sales Growth, authors Baumgartner, Hatami, and Valdivieso lead the reader through a series of strategies designed to help sales executives and their organizations continue to grow in a continuously changing world.
Keywords: Customer Relations, Insider, Marketing and Sales
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INSIDER: If the Point of Selling Isn't Selling, then What's the Point?

Courtney A. Harris, MBA Candidate
Salespeople will be more successful when they understand that the point of selling isn't selling. A salesperson's job is to help his or her customer make a better buying decision.
Keywords: Customer Relations, Insider, Marketing and Sales
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