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June 2020

Keller Center for Research

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Paragraph Beginning Decor June 2020 (Vol. 13, Iss. 2)

Social Media Addiction & Work-Life Balance

Suzanne Zivnuska, PhD, John R. Carlson, PhD, Dawn S. Carlson, PhD, Ranida B. Harris, PhD, and Kenneth J. Harris, PhD
Internet addiction is regarded as a growing health concern in many parts of the world. Our research examines how social media can drain resources in the workplace and how employees react to social media posts by their colleagues, ultimately impacting job performance.
Keywords: Social Media, Technology

Ensuring Newcomer Agent Success

Danny P. Claro, PhD, Carla Ramos, PhD, Gabriel R. Gonzalez, PhD, and Robert W. Palmatier, PhD
Even as U.S. companies spend more than $900 billion on building sales forces, salesperson turnover has reached 27%, and average tenures are as short as two years. This article addresses how your firm can help new agents successfully gain entry into a network of interconnected contacts.
Keywords: Management

Creating Charisma

Sandra Pauser, PhD, Udo Wagner, PhD, and Claus Ebster, PhD
Do you use charisma to convey messages in a convincing manner to charm your clients? Our findings show that specific, learnable, and culturally appropriate displays of charismatic behavior can enhance client impressions and ultimately increase sales.
Keywords: Customer Relations, Marketing and Sales

Office Politics: Training Ground for Adaptive Sellers

Takuma Kimura, PhD, Belén Bande, PhD, and Pilar Fernández-Ferrín
Although much research has been focused on a salesperson’s externally directed behavior, we found that political skill and intrinsic motivation have effects on adaptive selling and sales performance. In light of this evidence, we recommend that every sales manager assist his/her salespeople with developing these intrapreneurial abilities.
Keywords: Management, Marketing and Sales

Reclaiming Competitive Advantage with Web Design

Alexander Bleier, PhD, Colleen M. Harmeling, PhD, and Robert W. Palmatier, PhD
With the quick availability of online listings and resources, some buyers may feel they no longer need the specialized services of a real estate agent. Have you considered how the content and design of your web site might help you reclaim competitive advantage, while connecting with potential clients on a deeper level?
Keywords: Lead Generation, Marketing and Sales, Technology

INSIDER: Rehumanize Your Business

Maria Arauz, MBA
Today, email is the standard method of business communication, but traditional emails are not always effective at allowing your personality to shine through. In Rehumanize Your Business, authors Ethan Beute and Steve Pacinelli examine how adding a personal video element to your emails can help generate leads and increase sales.
Keywords: Customer Relations, Insider, Technology

INSIDER: Conversational Marketing

Jacob Brenton, MDiv/MBA Candidate
In their book Conversational Marketing, authors David Cancel and Dave Gerhardt share why online conversational marketing creates a better, more natural, and more profitable sales climate.
Keywords: Insider, Marketing and Sales, Technology

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