Home

December 2017

Keller Center for Research

Download Issue

December 2017 (Vol. 10, Iss. 4)


Connecting Luxury Homes with Right-Minded Consumers

JaeHwan Kwon, PhD, Yuri Seo, PhD, and Dongwoo Ko, PhD
Our research examines how a consumer's view of this theory can affect his/her preference for luxury, and how advertisers, marketers, and real estate agents can use this information to increase the likelihood that consumers respond positively to luxury, increasing your chances of a sale.
Keywords: Marketing and Sales
(
READ THIS ARTICLE)

Combatting a Stigma Begins with You

Sven Mikolon, PhD, Glen E. Kreiner, PhD, and Jan Wieseke, PhD
Stigma is inherently problematic for any worker but is particularly detrimental for real estate agents and other sales representatives. Stigma can be detrimental to agents because job performance and personal well-being depend greatly on favorable interactions with customers.
Keywords: Customer Relations, Management
(
READ THIS ARTICLE)

How Customer Satisfaction Affects Employee Job Satisfaction

Alex R. Zablah, PhD, Brad D. Carlson, PhD, D. Todd Donavan, PhD, James G. Maxham, III, PhD, and Tom J. Brown, PhD
Firms often prioritize frontline employee job satisfaction, hoping that satisfied employees will lead to satisfied customers. In real estate, this implies that improvements in agent satisfaction are expected to increase client satisfaction. According to our research, these agencies may be missing an important opportunity.
Keywords: Customer Relations, Management
(
READ THIS ARTICLE)

Importance of Motivation to Career Success

Keo Mony Sok, PhD, Phyra Sok, PhD, and Luigi M. De Luca, PhD
The need for fantastic sales professionals is greater today than ever before. Increasingly, clients demand sales professionals provide exceptional customer service that coincides with meeting those desired results. To this, motivation is key.
Keywords: Customer Relations, Management, Marketing and Sales, Service
(
READ THIS ARTICLE)

INSIDER: 2 Chairs: The Secret that Changes Everything

Courtney A. Harris, MBA Candidate
The new book, 2 Chairs: The Secret that Changes Everything, is crucial not only for people who are in trouble themselves, but also for those who just don’t know what advice to give to others in need.
Keywords: Insider
(
READ THIS ARTICLE)

INSIDER: Emotional Agility

Austin Taylor, MBA Candidate
In Emotional Agility, Susan David offers a groundbreaking way to recognize our feelings and gives us the tools we need to avoid the emotional ruts that keep us from reaching our bigger goals.
Keywords: Insider
(
READ THIS ARTICLE)

Border Title