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December 2018

Keller Center for Research

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December 2018 (Vol. 11, Iss. 4)


What are Likes Worth? A Facebook Field Experiment

Daniel Mochon, PhD, Karen Johnson, PhD, Janet Schwartz, PhD, and Dan Ariely, PhD
In the growing social media marketing landscape, interacting with customers on Facebook is at the forefront of businesses’ higher spending, but are your Facebook page likes actually driving client engagement and spending?
Keywords: Lead Generation, Marketing and Sales, Social Media
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Pricing Strategies: The Difference of a Digit

Lingjiang Lora Tu, PhD and Chris Pullig, PhD
In real estate, it is universally agreed that strategic pricing plays a huge role in determining how quickly a house will sell; yet there are still questions on how pricing affects different people.
Keywords: Financials, Marketing and Sales
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Boundary Conditions of Ethical Leadership: Stress as a Potential Inhibitor

Matthew J. Quade, PhD, Sara Jansen Perry, PhD, and Emily M. Hunter, PhD
In this article, we study the relationship between ethical leadership and employee deviance and turnover intentions, considering the role of hindrance stress from the leader and the job. Our findings show that ethical leaders who also impose additional demands are perceived to miss the mark in providing proper social support are likely to have deviant or withdrawing employees.
Keywords: Ethics, Management
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Salesperson Ambidexterity and Customer Satisfaction

Raj Agnihotri, PhD, Colin B. Gabler, PhD, Omar S. Itani, PhD, Fernando Jaramillo, PhD, and Michael T. Krush, PhD
To remain competitive, salespeople must provide excellent service while still reaching their sales quotas. When these two ideas converge, sales-service ambidexterity is achieved. But how can sales managers encourage their sales associates to reach this medium?
Keywords: Customer Relations, Management
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The Influence of Political Skill on Sales Outcomes

Jie Li, PhD, Gong Sun, PhD, and Zhiming Cheng, PhD
It is widely recognized that political skill enables employees to secure valuable resources within their own companies and to promote positive outcomes with customers. In this article, we examine the effect of political skill in the sales context and draw conclusions for real estate professionals.
Keywords: Customer Relations, Management
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Maximizing Your Social Media Marketing

Kevin Pettit, MBA Candidate
A strong social media presence is critical to cultivate relationships with potential clients and build credibility in the public eye. Effective use of social media platforms will help convert views into sales, retain those clients over long periods of time, and build a lasting business.
Keywords: Marketing and Sales, Social Media
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INSIDER: When—The Scientific Secrets of Perfect Timing

Clint Ratliff, MBA Candidate
In his book, When—The Scientific Secrets of Perfect Timing, Daniel H. Pink reaffirms the idea that “timing is everything” through anecdotal discourse and scientific research to impart a better understanding of how to find your perfect timing.
Keywords: Insider
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INSIDER: Sales Insanity

Jorge Trevino, MBA Candidate
As a sales person, you must always be ready to embrace the challenges that the selling environment poses in your professional life. In Sales Insanity, Cannon Thomas recounts unique sales blunders which highlight the importance of adapting to the ever-changing sales environment.
Keywords: Insider, Marketing and Sales
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