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March 2019

Keller Center for Research

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March 2019 (Vol. 12, Iss. 1)


Trouble in Paradise: How Working at Home May Negatively Affect Spouse's Work Productivity

Dawn S. Carlson, PhD, Merideth J. Thompson, PhD, Wayne S. Crawford, PhD, Wendy R. Boswell, PhD, and Dwayne Whitten, PhD
It's not unusual to put in a 60-80 work week, with many of those hours worked at home after hours. But have you considered how your working from home may affect your spouse's work productivity?
Keywords: Technology
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Consumer Susceptibility to Cross-Selling Persuasion

Xuehua Wang, PhD and Hean Tat Keh, PhD
There are many possible applications of cross-selling for real estate, all of which have the potential to add value for the client and the agent. This article examines why some consumers are more susceptible to cross selling and how you can create a win-win for yourself and the buyer.
Keywords: Customer Relations, Marketing and Sales
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Sharing Market Intelligence Among Salespeople

Zachary R. Hall, PhD, Ryan R. Mullins, PhD, Niladri Syam, PhD, and Jeffrey P. Boichuk, PhD
Understanding the changing dynamics of customers and competitors in your market is a cornerstone for maintained success. This information, known as market intelligence, helps improve decision-making, especially in real estate. But how do we utilize it in an agency context to bolster sales?
Keywords: Management, Marketing and Sales, Technology
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Implementing Humor in Real Estate Transactions

Bruno Lussier, PhD, Yany Grégoire, PhD, and Marc-Antoine Vachon, PhD
Using humor wisely is known to have many benefits in the workplace. In this article, we examine the influence of salesperson humor usage on salesperson creativity, customer trust, and sales performance within the context of a salesperson-customer relationship.
Keywords: Customer Relations
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Predict, Don't Project

Meredith E. David, PhD
In real estate, the ability to connect with and build successful relationships with a client is based on the ability to predict a client’s preferences. However, there is a difference between predicting preferences and social projection, which could lead to misinterpretations of your own preferences as those of a client.
Keywords: Customer Relations, Marketing and Sales
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INSIDER: UnSelling

Jackson Price, MBA Candidate
According to Scott Stratten and Alison Kramer, authors of Unselling, sixty percent of all purchase decisions are now made before you ever get a chance to share your pitch. In short, the majority of your potential clients have already decided on a real estate agent or firm before they even know they need one.
Keywords: Insider, Lead Generation, Marketing and Sales
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INSIDER: The Culture Code

Arjun Azavedo, MBA Candidate
In his book, The Culture Code, Daniel Coyle draws from a unique range of anecdotes and experiences to display how finding similarities in diverse groups can aid in effective leadership and communication.
Keywords: Insider, Management
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