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Keller Center for Research

Gratitude in Buyer-Seller Relationships
[9/1/2018]
Stephanie M. Mangus, PhD, Dora E. Bock, PhD, Eli Jones, PhD, and Judith Anne Garretson Folse, PhD
Gratitude has immense value to firms and is linked to increases in share of wallet, sales revenue, sales growth, and customer commitment. Our research shows how sales professionals can improve their relational outcomes with customers by fostering more grateful customers through their own expressions of gratitude.
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Why People Like Where They Live
[9/1/2018]
Robyn Driskell, PhD, Larry Lyon, PhD, and Brittany M. Fitz-Chapman, PhD
Community and individual-level factors affect the satisfaction a person derives from living in his or her community. How do we determine if a community is meeting the needs of the person, and how do we better prepare our communities, moving forward, to appeal to potential homeowners?
(FULL STORY)

Strategic Personal Branding—And How It Pays Off
[9/1/2018]
Deva Rangarajan, PhD, Betsy D. Gelb, PhD, and Amy Vandaveer
A well-defined and consistent personal brand can elevate agent recognition, generate leads, and build authority and credibility. It can also help agents develop a unique value proposition, identify target customers, and humanize marketing campaigns. Does your personal brand communicate the right message?
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Valuable Virality
[9/1/2018]
Ezgi Akpinar, PhD and Jonah Berger, PhD
Viral ad campaigns have become a necessity in the digital world. Our research examines the key factors driving valuable virality and shows how the sharing of an ad and brand evaluation of a product are dependent on ad content.
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Judging a Book by Its... Online Reviews?
[9/1/2018]
Pareezad Zarolia,PhD and Kateri McRae, PhD
In the simplest of transactions, the exchange of goods and services between a buyer and a seller develops a relationship that is dependent on trust. This study examines how direct and indirect impressions influence the development of trust in social relationships.
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INSIDER: Why Women Buy
[9/1/2018]
Courtney A. Harris, MBA
Research shows that women account for 85 percent of all consumer purchases and have $7 trillion in buying power. In Why Women Buy, Dawn Jones shares insights to provide sales professionals with a relevant and detailed guidebook for improving results with and meeting the needs of this powerful market.
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INSIDER: Sales EQ
[9/1/2018]
Kevin Pettit, MBA Candidate
In Sales EQ, Jeb Blount explains that the emotional experience of buying is more important than any product, price, or feature. To be an effective sales person, it is necessary to approach people the way they buy rather than the way you sell, which requires high emotional intelligence and knowledge of how people make decisions.
(FULL STORY)

Reducing Employee Cynicism and Time Theft Through Empowering Leadership
[6/1/2018]
Natalia M. Lorinkova, PhD and Sara Jansen Perry, PhD
What kind of relationships do you have with those who report to you and with your own boss? We study these relationships in conjunction with empowering leadership to suggest that the better these relationships are, the better position leaders are in to positively influence their employees.
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The Effects of Bedtime Writing
[6/1/2018]
Michael K. Scullin, PhD and Donald L. Bliwise, PhD
Bedtime worry, including worrying about incomplete future tasks, is a significant contributor to difficulty falling asleep. This article examines how bedtime to-do list writing can serve as a beneficial behavioral sleep aid for busy real estate professionals.
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Does Liking Lead to Loving?
[6/1/2018]
Leslie K. John, PhD, Oliver Emrich, PhD, Sunil Gupta, PhD, and Michael I. Norton, PhD
When a customer clicks the like button on a brand’s Facebook page, what happens? Do these likes have value to a company, or are they merely the click of a button?
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Networking Benefits for Real Estate Professionals: Men and Women are Different
[6/1/2018]
Gerrard Macintosh, PhD and Michael Krush, PhD
Research shows that men and women network differently and benefit differently from networking. In our research, we examine different types of networking benefits for female and male real estate professionals which allows us to offer suggestions for more effective networking.
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The Fundamentals of Trust in Business Relationships
[6/1/2018]
Houcine Akrout, PhD and Mbaye Fall Diallo, PhD
How can you ensure trust is prevalent in your real estate operation? In this article, we discuss the three stages of trust, the three forms of trust, and how they affect a client’s behavior so that you can successfully and effectively build trust with your clients.
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INSIDER: Everything You Need to Know About Social Media
[6/1/2018]
Miranda Fair, MBA Candidate
Social media has revolutionized communication and advertising and is a useful tool for keeping up with news, family, and friends. As a real estate professional, though, understanding how to best use each social media platform can have a positive impact on your business.
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INSIDER: The Multigenerational Sales Team
[6/1/2018]
Clint Ratliff, MBA Candidate
Buyer and seller markets are now comprised of multiple generations that not only see the world differently, but also value vastly different lifestyles. While the differences between generations provide obstacles to overcome, it is also important to recognize the accessibility, innovation and collaboration these differences provide for the workplace.
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The Power of Surveys to Increase Repeat Business
[3/1/2018]
Sterling A. Bone, PhD, Katherine N. Lemon, PhD, Clay M. Voorhees, PhD, Katie A. Liljenquist, PhD, Paul W. Fombelle, PhD, Kristen B. DeTienne, PhD, and R. Bruce Money, PhD
Do you take the time to request feedback from your clients and customers? If not, you could be missing out on an opportunity to boost repeat business. Research has shown that merely soliciting a review from customer increases repeat business.
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How Language Shapes Word of Mouth's Impact
[3/1/2018]
Grant Packard, PhD and Jonah Berger, PhD
Today, consumers can express their opinions about a product, a property, or almost anything. A few lines written by an anonymous user in a completely different geographic location and time zone can impact success or failure in the marketplace.
(FULL STORY)

Doing Well vs. Doing Good
[3/1/2018]
Amna Kirmani, PhD, Rebecca W. Hamilton, PhD, and Debora V. Thompson, PhD
The ideal real estate agent has high competence as well as high integrity. But not all real estate agents are perceived that way.
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Playing the Value Game of Sales
[3/1/2018]
Charles Fifield, MBA
The Value Game is not just your normal game encounter, but rather a real-life experience in which sellers and their supporting teammates, the sponsoring company and the products/services being offered, engage with prospective buyers to reach a win-win game outcome.
(FULL STORY)

INSIDER: The Business of Flipping Homes
[3/1/2018]
Miranda Fair, MBA Candidate
Thanks to the number of popular television shows, many people get the impression that they, too, can immerse themselves in a world of sparkling granite, colorful tiles, and rich hardwoods, all while making a handsome profit. But successful flippers have knowledge that extends beyond farmhouse bathrooms or modern living spaces.
(FULL STORY)

INSIDER: Listing Boss
[3/1/2018]
Kevin Pettit, MBA Candidate
Differentiating one's self from the competition is crucial to the success or failure of the business. In his new book, Listing Boss, Hoss Pratt discusses the changing environment and shares insight that will empower you to exceed your sales goals by transforming the way you approach your business.
(FULL STORY)

Connecting Luxury Homes with Right-Minded Consumers
[12/1/2017]
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.
(FULL STORY)

Combatting a Stigma Begins with You
[12/1/2017]
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.
(FULL STORY)

How Customer Satisfaction Affects Employee Job Satisfaction
[12/1/2017]
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.
(FULL STORY)

Importance of Motivation to Career Success
[12/1/2017]
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.
(FULL STORY)

INSIDER: 2 Chairs: The Secret that Changes Everything
[12/1/2017]
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.
(FULL STORY)

INSIDER: Emotional Agility
[12/1/2017]
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.
(FULL STORY)

Keller Center Research Report Article Featured in Realtor Magazine: When Agents Fail, They Need You Most
[9/26/2017]

(FULL STORY)

Combatting Real Estate Professionals’ Insecurity
[9/1/2017]
Nawar N. Chaker, PhD, David W. Schumann, PhD, Alex R. Zablah, PhD, and Daniel J. Flint, PhD
Have you ever felt insecure in your career? Have you ever doubted your ability to fulfill your job duties? If so, you are certainly not the only one in your field experiencing these emotions. While most are unwilling to admit their insecurity or discuss their self-doubt with their peers, insecurity is common among sales professionals.
(FULL STORY)

Friends vs. Strangers: How Closeness Impacts Social Sharing
[9/1/2017]
David Dubois, PhD, Andrea Bonezzi, PhD, and Matteo De Angelis, PhD
The art of being a successful real estate agent largely depends on the need to interact socially. How you interact with your own clients indeed effects their opinion of the services you provide and ultimately shape their opinions about you or your company.
(FULL STORY)

Do Past Preferences Indicate Future Selections?
[9/1/2017]
Kate Barasz, PhD, Tami Kim, PhD Candidate, and Leslie K. John, PhD
Predicting others' preferences can result in a distinct advantage for a salesperson, especially through creating choice sets based on clients' implicit and explicit wants and needs. Oftentimes, these predictions must be made with almost no information about the client's preferences, so the salesperson may have to rely on previously observed behaviors.
(FULL STORY)

Building a Winning Sales Presentation
[9/1/2017]
Charles Fifield, MBA
Delivering an effective sales presentation to a prospective real estate client will impact attaining your desired outcome for most client interactions.
(FULL STORY)

Looking Back: Key Themes in Sales Research
[9/1/2017]
Keith A. Richards, PhD, Wyatt Schrock, PhD, Yanhui Zhao, PhD, and Douglas E. Hughes, PhD
In every field of study, there are moments when looking back helps us better understand where we are now and the path forward. In an effort to uncover key takeaways for salespeople, we reviewed the lessons gleaned from the past 35 years of sales research.
(FULL STORY)

INSIDER: Shiftability
[9/1/2017]
Luke Smith, MBA
Throughout our daily lives, we have many options. We can change our jobs, our bosses, our cities, and try endless news sales methods. However, unless we undergo personal transformation ourselves, external changes will not propel us where we want to go or help us become who we need to be.
(FULL STORY)

INSIDER: Fearless Public Speaking
[9/1/2017]
Courtney A. Harris, MBA Candidate
In his book, Fearless Public Speaking, Patrick King explains exactly what it takes for you to confidently prepare for a talk or presentation and command the stage once you're there.
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Keller Center Research Report Article Featured in Realtor Magazine
[6/5/2017]
This Realtor Magazine article cites a 2016 study published in Baylor University’s Keller Center Research Report. After analyzing the performance of 117 salespeople, researchers found that if a competitive person is placed in a noncompetitive environment, he or she will perform no better than his or her noncompetitive peers. The office culture, therefore, overrides a person’s competitive nature, the study found.
(FULL STORY)

Shaping Homeowner Pricing Decisions
[6/1/2017]
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.
(FULL STORY)

Forgiveness on Your Team: Role of Cohesion and Collective Action
[6/1/2017]
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.
(FULL STORY)

Are Clients Persuaded by Boastful Agents?
[6/1/2017]
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.
(FULL STORY)

Getting into the Business of Your Buyer's Success
[6/1/2017]
Charles Fifield, MBA
A basic objective to any selling engagement should be the buyer’s success, however that may be defined by the buyer.
(FULL STORY)

Is the Customer Really King?
[6/1/2017]
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.
(FULL STORY)

INSIDER: Sales Growth
[6/1/2017]
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.
(FULL STORY)

INSIDER: If the Point of Selling Isn't Selling, then What's the Point?
[6/1/2017]
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.
(FULL STORY)

Sidestepping the Home Buying Process
[3/1/2017]
Ashley S. Otto, PhD, Joshua J. Clarkson, PhD, and Frank R. Kardes, PhD
Decision making is all too often an aversive experience. In fact, work in cognitive neuroscience shows that decision making is often interpreted in similar ways as actual pain.
(FULL STORY)

Partner Phubbing: How Cell Phones Impact Romantic Partnerships
[3/1/2017]
James A. Roberts, PhD and Meredith E. David, PhD
Your partner just walked in and you can tell from her facial expression that something is weighing heavy on her mind. You ask what's wrong, and right as she begins to tell you, your phone rings.
(FULL STORY)

Outperforming Whom? Performance-Prove Goal Orientation
[3/1/2017]
Bart Dietz, PhD, Daan van Knippenberg, PhD, Giles Hirst, PhD, and Simon Lloyd D. Restubog, PhD
Many people are driven to perform and succeed, especially when that drive comes from competition to outperform others. Competition and personal performance can be beneficial traits to people in performance-driven professions. But, how do people alter their drive to compete when they become members of a team?
(FULL STORY)

Don't Overcomplicate -- Adapt and Simplify
[3/1/2017]
Sven Mikolon, PhD, Anika Kolberg, PhD, Till Haumann, PhD, and Jan Wieseke, PhD
Professional services sales encounters are a two-way street between the client and the service provider. Such encounters require input from both parties to mutually find the best fitting professional service for the client.
(FULL STORY)

What are People Saying about You? Using eWOM to Protect and Build Your Business
[3/1/2017]
Ana Babić Rosario, PhD, Francesca Sotgiu, PhD, Kristine de Valck, PhD, and Tammo H.A. Bijmolt, PhD
Do you know that what people say about you on the Internet impacts your business? Having a strong online presence is becoming increasingly important. So, how do you accomplish that?
(FULL STORY)

INSIDER: So, You're New to Sales
[3/1/2017]
Austin Taylor, MBA Candidate
In his book So, You're New to Sales, Bryan Flanagan lays out every detail, step-by-step, that is necessary for the novice to become a professional agent.
(FULL STORY)

INSIDER: A Beautiful Constraint - Turning Obstaces Into Opportunities
[3/1/2017]
Anand Vamsee Jonnabhotla, MBA/MSIS Candidate
In the book, A Beautiful Constraint, the authors, Adam Morgan and Mark Barden, take us through a series of real-world examples that show how constraints can positively impact a project and, in turn, help develop successful sustainable solutions.
(FULL STORY)

The Stigma Turbine: (De)Stigmatization in the Real Estate Market
[12/1/2016]
Jane E. Machin, PhD, Ann M. Mirabito, PhD, and Natalie Ross Adkins, PhD
You have probably experienced situations where buyers, homes, or entire neighborhoods have been stigmatized. The emotional reactions created by stigmas can prevent your buyers from making smart decisions and can limit your sales opportunities.
(FULL STORY)

Identifying and Managing the Buying Center
[12/1/2016]
Charles Fifield, MBA
The buying center is comprised of various individual influences that shape the buyer’s purchase decision. Since a successful selling process is about enabling the buyer to make a quality purchase decision, understanding how to productively manage the buying center’s influences and efficiently guide the decision-making process can be critical to the final buy or no-buy outcome.
(FULL STORY)

How Emotional Intelligence Shapes Sales Outcomes Through the Stressful Sales Role
[12/1/2016]
Richard G. McFarland, PhD, Joseph C. Rode, PhD, and Tasadduq A. Shervani, PhD
Salespeople with higher levels of emotional intelligence (EI) are better salespeople, right? After investing a great deal in the training of EI, firms are starting to wonder if those investments are well spent.
(FULL STORY)

Newly Hired Agents Who Fail Should Try, Try Again
[12/1/2016]
Jeffrey Boichuk, PhD, Zachary Hall, PhD, and Michael Ahearne, PhD
Salespeople’s roles are far from failure-proof. In fact, approximately 50% of salespeople fail to reach their annual sales targets.
(FULL STORY)

Integrating Psychological Capital into Your Sales Organization
[12/1/2016]
Scott Friend, PhD, Jeff Johnson, PhD, Fred Luthans, PhD, and Ravipreet Sohi, PhD
It’s no secret that a positive outlook can have dramatic impacts on a person’s day-to-day activities. In fact, according to the Mayo Clinic, positive thinking can result in increased life span, lower rates of depression, and better psychological and physical well-being.
(FULL STORY)

INSIDER: Smarter, Faster, Better
[12/1/2016]
Erick Huntley, MBA Candidate
Productivity is a wonderful business buzzword, but what real-life impact does it have? For Charles Duhigg, this question can be answered with three simple words: Smarter, Faster, Better.
(FULL STORY)

INSIDER: The Productivity Project
[12/1/2016]
Courtney A. Harris, MBA Candidate
Author and blogger Chris Bailey claims that productivity is not about how much you do. Instead, productivity is all about how much you accomplish.
(FULL STORY)

Tethered to Work: How Mobile Devices Impact Family Conflict, Work Commitment and Turnover
[9/1/2016]
Merideth Ferguson, PhD, Dawn Carlson, PhD, Wendy Boswell, PhD, Dwayne Whitten, DBA, Marcus Butts, PhD, and K. Michele Kacmar, PhD
For sales professionals in real estate and other industries, life in the digital world presents numerous challenges. Since mobile devices are the norm, work extends far outside the boundaries of the office and expectations are high for immediate response.
(FULL STORY)

Bringing in the Buyers: Leveraging Entrepreneurs’ and Executives’ Venture Location Decisions
[9/1/2016]
Matthew Wood, PhD, Jeffery McMullen, PhD, and Alexander Kier, PhD
It is well documented that real-estate markets fluctuate over time, but since the financial crisis, real-estate markets have begun to fluctuate across geographic regions as well. One leading contributor to this disparity is public policy that seeks to encourage entrepreneurs and business leaders to locate in a state, or a specific community within a state, over another.
(FULL STORY)

Absolute versus Relative Sales Failure
[9/1/2016]
Jeff S. Johnson, PhD, Scott B. Friend, PhD, Brian N. Rutherford, PhD, and G. Alexander Hamwi, PhD
Failure can have a profound impact on a salesperson’s effectiveness. Research has shown that failure affects a company’s bottom line through salesperson performance and turnover.
(FULL STORY)

Can You Beat Around the Bush and Still Get the Sale?
[9/1/2016]
Barbara Bickart, PhD, Maureen Morrin, PhD, and S. (Ratti) Ratneshwar, PhD
Customers can pose challenging questions, for which salespeople (despite their best intentions) may not know the answer. We define obfuscation as a providing a response that dodges the actual question and provides a pseudo-answer with irrelevant, tangential or vague information. Obfuscation could buy the salesperson some time, and could potentially limit damage to perceptions of expertise and credibility.
(FULL STORY)

Transformational Relationship Events
[9/1/2016]
Colleen M. Harmeling, PhD, Robert W. Palmatier, PhD, Mark B. Houston, PhD, Mark J. Arnold, PhD, and Stephen A. Samaha, PhD
Every relationship has moments that define the expectations and feelings of the individuals in that relationship. Business relationships are no different. Specific events act as fundamental building blocks of those business relationships and are essential in shaping the relationship development.
(FULL STORY)

INSIDER: You Don't Have to be a Shark
[9/1/2016]
Luke Smith, MBA Candidate
In his book You Don’t Have to Be a Shark, Shark Tank’s “nice shark” Robert Herjavec seeks to provide techniques for salespeople to sell themselves effectively, leveraging their greatest asset (themselves) in their daily life.
(FULL STORY)

INSIDER: Own Your Day
[9/1/2016]
Amanda Rodriguez, MBA
In Own Your Day, author and sales coach Keith Rosen examines how sales leaders can put a dent in the stress and exhaustion. Rosen outlines strategies on how to refocus, minimize distractions, properly manage the precious little time we all have and create an ideal life.
(FULL STORY)

Better Together: Competitive Agents and Competitive Climate in the Agency
[6/1/2016]
Keith A. Richards, PhD, Wyatt A. Schrock, PhD Candidate, Douglas E. Hughes, PhD, Frank Q. Fu, PhD, and Eli Jones, PhD
One of the most important issues associated with building a high-powered real-estate organization is hiring the right people. According to the 2012 Economic Census there were just over 86,000 offices of real estate agents or brokers in the United States. How can your agency rise to the top of this crowded field?
(FULL STORY)

Understanding Client Attitudes
[6/1/2016]
JaeHwan Kwon, PhD, and Dhananjay Nayakankuppam, PhD
People develop attitudes and opinions toward many different things, but we know that not all attitudes guide our behaviors.
(FULL STORY)

How Does Reinterpretation Influence Our First Impressions?
[6/1/2016]
Thomas C. Mann, PhD Candidate, and Melissa J. Ferguson, PhD
Common wisdom and psychological research alike advise that it is critically important to make a good first impression: the human mind is adept at drawing inferences about others from even the slimmest amount of information about their actions or appearance, and these impressions can impact decision-making.
(FULL STORY)

The Wrong Ladder: Mismatch Between Subgoal Sequences and Actual Goal Performance
[6/1/2016]
Liyin Jin, PhD, Qian Xu, PhD, and Ying Zhang, PhD
For real estate professionals, success is measured by performance – how many homes you sell or how many customers you reach. One thing, however, is certain – the real estate industry is complex and requires strong motivation toremain successful.
(FULL STORY)

Developing a Winning Theme or The Attention Getter
[6/1/2016]
Charles Fifield, MBA
Standing out from the competition by initially capturing the attention and the imagination of the buyer can oftentimes decide the fate of a sales call. Sometimes referred to as the attention getter or the opener, the theme offered at the beginning of a sales call is vitally important.
(FULL STORY)

Trust in Leadership and Authenticity in Real Estate
[6/1/2016]
Amanda Rodriguez, MBA
There's no doubt that trust impacts an organization's reputation and culture. Building and growing trust in the workplace can lead to great success for an organization, rooted in employee satisfaction and genuine, authentic interactions among supervisors, employees, and customers.
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INSIDER: Stretch: Extending Your Professional Expiration Date
[6/1/2016]
Jack Kohles, MBA Candidate
One thing is certain about the business world of tomorrow: it is changing and the change is happening at a faster rate. When you hear the word change, what emotions come to your mind? If excitement is first on your mind, then you are positioned to handle the business world. If fear or reluctance are your dominant emotions, then this article will help you to prepare for change in the real estate industry.
(FULL STORY)

INSIDER: Get Set, Reset, Go
[6/1/2016]
Erick Huntley, MBA Candidate
Oftentimes, life provides us with challenges, some of which require life-altering decisions just to get back on track and start living life again. A number of circumstances could occur, and there may not be a clear-cut answer to solve these problems. One possible method for recovery is through what best-selling author, Fawn Germer, calls a reset in her newest book.
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You Don't Always Get What You Want, and You Don't Always Want What You Get
[3/1/2016]
Ryan R. Mullins, PhD, Daniel G. Bachrach, PhD, Adam A. Rapp, PhD, Dhruv Grewal, PhD, and Lauren Skinner Beitelspacher, PhD
The old adage tells us that the customer is always right, but does the customer always feel in control?
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Give Me a Better Break: Choosing Workday Break Activities to Maximize Resource Recovery
[3/1/2016]
Emily M. Hunter, PhD and Cindy Wu, PhD
The average worker would agree that breaks, although not necessary, are helpful in making a workday more manageable and possibly enjoyable. Research has shown the benefits of evenings, weekends, and vacations on employee health and performance, but surprisingly little research has investigated breaks during the actual workday itself.
(FULL STORY)

Can A Book be Judged Accurately Only by its Cover?
[3/1/2016]
Zachary R. Hall, PhD, Michael Ahearne, PhD, and Harish Sujan, PhD
Sales professionals make judgments of their customers' preferences and tastes throughout the selling process – at times without being conscious they are doing so. These judgments enable effective selling.
(FULL STORY)

Procedural Frames in Negotiation: The Impact of Offering "My Resources" Vs. Requesting "Your Resources"
[3/1/2016]
Roman Trötschel, PhD, David D. Loschelder, PhD, Benjamin P. Höhne, PhD, and Johann M. Majer, PhD Candidate
If I were to propose a trade to you, the two statements “My X for your Y” and “Your Y for my X” may appear to be completely equal. However, in a real world negotiation, those two proposals are perceived diffe­rently.
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The Salesperson's Toolkit for Selling Success
[3/1/2016]
Charles Fifield, MBA
A salesperson’s or agent’s toolkit is a set of tools designed to be used together for the purpose of earning a win-win value-adding purchase decision. During an interactive professional sales exchange, several tools are needed to shape and achieve this desired outcome.
(FULL STORY)

Insider: Creating Maximum Value in the Real Estate Selling Process
[3/1/2016]
Jack Kohles, MBA Candidate
To be a master storyteller, a real estate professional must master the customer conversation. In the book "The Three Value Conversations," authors Peterson, Riesterer, Smith, & Geoffrion focus on how to master the customer conversation.
(FULL STORY)

Insider: The Science of Why
[3/1/2016]
Andrew Miner
It is said that people hate to spend money, but that they love to buy. But why? Why do we buy what we buy?
(FULL STORY)

Simplification: A Catalyst for Employee Engagement and Operational Excellence
[12/1/2015]
David Eskew, MBA Candidate, Lauren Moser, MBA/MDiv Candidate, Josh Arnold, JD/MBA Candidate, Troy Baker, MBA Candidate, and Russell Webb, MBA Candidate
Complexity threatens organizational competitiveness. Nearly 70% of executives attribute rising costs to excessive complexity, and many firms are aggressively combating complexity...
(FULL STORY)

Value-Developing Skills
[12/1/2015]
Charles Fifield, MBA
The concept of developing value for a buyer in order to gain a purchase decision should not be thought of as a static event or a single step in the selling endeavor, but rather a critical and dynamic factor or process...
(FULL STORY)

Can Acetaminophen Reduce the Pain of Decision-Making?
[12/1/2015]
C. Nathan DeWall, PhD, David S. Chester, PhD Candidate, and Dylan S. White, BA
Decision-making and loss as a result of decision-making may afflict every individual, industry, and profession. However, decision-making and loss are not the most pleasurable experiences. In fact, decisions are often described as painful...
(FULL STORY)

Value Creation in Real Estate
[12/1/2015]
Caroline Tynan, PhD, Sally McKechnie, PhD, and Stephanie Hartley, MSc
For real estate professionals, the word value comes up in professional conversations everyday. However, value can oftentimes be very narrowly defined from the firm’s perspective, prompting the agent to miss opportunities to connect the broad definition of value to the real estate purchase experience...
(FULL STORY)

Creating High-Performance Sales Organizations through Sales Control Systems
[12/1/2015]
Paolo Guenzi, PhD, Artur Baldauf, PhD, and Nikolaos G. Panagopoulos, PhD
Recent academic research shows that two types of salesperson or agent behaviors play important roles in creating successful sales organizations. The question motivating our research is: what can the people who lead sales groups do to further encourage these behaviors?
(FULL STORY)

Insider: Thinking, Fast and Slow in Real Estate Sales
[12/1/2015]
Mark McMullen, JD/MBA Candidate
Our decision-making processes utilize two systems in our minds that function very differently, yet work together to help us analyze situations and draw conclusions. Dr. Daniel Kahneman’s Thinking, Fast and Slow explores the interaction between the automatic system and the conscious system...
(FULL STORY)

Insider: Agile Selling
[12/1/2015]
Luke Smith, MBA Candidate
For most people, sales agility is a new term. Top sellers are agile learners who know what it takes to dive into a new situation and figure it out quickly...
(FULL STORY)

Setting the Sale Through Persuasive Communication
[9/1/2015]
Charles Fifield, MBA
Communication, the effective conveying of information, is a critically important buyer-seller activity to achieve successful interpersonal sales performance.
(FULL STORY)

Attracting and Keeping New Agents from the Millennial Generation
[9/1/2015]
Kirk Wakefield, PhD
Companies spend over $3,300 per hire on recruiting and the cost of not recruiting well results in poor performance, dissatisfied employees and high turnover. Little research has addressed sales force recruiting at this stage of career and the motivations of a millennial salesforce in their job searches.
(FULL STORY)

Why Real Estate Agents Should Care about Buyer Usage Intent
[9/1/2015]
Aaron R. Brough, PhD and Mathew S. Isaac, MBA, PhD
Sellers want to find a good home for their most cherished possessions and may be willing to sacrifice personal profit to ensure that this objective is met. Their willingness to accept an offer can depend on whether they agree or disagree with how the buyer plans to use the product.
(FULL STORY)

Advice to New Real Estate Agents: "Be Proactive"
[9/1/2015]
Michael L. Mallin, PhD
Sales managers have a vested interest in hiring, developing, and retaining sales professionals who have a propensity to be proactive since research shows proactive behaviors among salespeople as a key factor in generating higher levels of sales performance.
(FULL STORY)

Using Reason versus Feelings to Guide Client Decisions
[9/1/2015]
Christopher K. Hsee, PhD, Yang Yang, PhD, Xingshan Zheng, PhD, and Hanwei Wang, PhD
Predicting consumer behavior is crucial to success in any business, including real estate. Our research identifies that a key way to predict consumer behavior is through a consumer's level of what is called lay rationalism, which refers to the weight a consumer gives to feelings versus reason in the decision-making process.
(FULL STORY)

INSIDER: Neuro-Sell: How Neuroscience Can Power Your Sales Success
[9/1/2015]
John Tran, MBA Candidate
Is there a connection between neuroscience and selling real estate? By exploring key functions of the brain's decision-making processes, Simon Hazeldine has discovered a way for sales professionals to increase the likelihood of closing a sale.
(FULL STORY)

INSIDER: Socializing for a Spark: Finding Winning Ideas Through Your Connections
[9/1/2015]
Wesley Bryan, MBA Candidate
We make connections every day, in person, over the phone or email, through Linkedin, and even via Snapchat. Every opportunity we have to meet people is another connection to a new prospective client.
(FULL STORY)

The Skillset Needed for Sales Success
[6/1/2015]
Charles Fifield, MBA
The goals in professional selling are to build relationships and to sell value resulting in win-win outcomes. To do so, certain critical skills are required, including: relationship management, effective communication, and value-adding capabilities.
(FULL STORY)

What's the Best Thank You?
[6/1/2015]
Peggy Liu, BS, Cait Lamberton, PhD, and Kelly Haws, PhD
Acknowledgments and thank yous are given every day in nearly all professions, from real estate to acting to retail shopping.  Though such thank yous are common, people rarely put much thought into how various forms of such acknowledgements might be received differently. 
(FULL STORY)

Picturing Yourself in and out of the House
[6/1/2015]
Yuwei Jiang, PhD, Rashmi Adaval, PhD, Yael Steinhart, PhD,
Robert S. Wyer, Jr., PhD

Have you ever imagined yourself in an exotic vacation location, experiencing all the benefits of a luxury resort? Real estate agents use strategies while persuading buyers to invest in a house. The implicit belief behind these sales strategies is that consumption-related self-imagery is a powerful persuasion tactic.
(FULL STORY)

Peer-Based Learning and its Implications for the Real Estate Market
[6/1/2015]
Tat Y. Chan, PhD, Jia Li, PhD, and Lamar Pierce, PhD
When entering the work force, new employees face a learning curve associated with their new positions. Real estate agents face the task of establishing themselves as a credible assets in the community and understanding the dynamics of working with clients.
(FULL STORY)

Are Salespeople Born or Made?
[6/1/2015]
James M. Loveland, PhD, John W. Lounsbury, PhD, Soo-Hee Park, PhD, and Donald A. Jackson, PhD
When it comes to the art of selling, there are two sharply opposed views: some view salespeople as individuals who are born with the "right" attributes, who can easily sell different products and move from firm to firm with little difficulty, no matter what is being sold.
(FULL STORY)

INSIDER: How the World Sees You
[6/1/2015]
Margie McGregor, MBA Candidate
As much as we might like to think that we are wildly different than everybody else, our DNA is actually 99.9% the same as everyone else’s. We’re 99.9% average. As odd as it may seem, our individuality and personality only makes up .1% of us.
(FULL STORY)

INSIDER: Being Real in Real Estate
[6/1/2015]
Wesley Bryan, MBA Candidate
How do you convince potential clients that what you’re selling is best?  How do you bridge that gap between real estate salesperson and my real estate agent?  Ron Willingham says it is in how authentic you are with your potential clients.
(FULL STORY)

Know Who Your Best Clients Are
[3/16/2015]
This article features sales expert Andrea Dixon, Ph.D., executive director of Baylor University’s Center for Professional Selling and the Keller Center for Research in Baylor’s Hankamer School of Business, who advises salespeople to narrow their customer databases and develop “personal touch portfolios,” which rank the best candidates for a salesperson’s most personalized marketing and highest level of attention. “We are limited in bandwidth as individuals,” Dixon says. “You want to target the people who it makes the most sense for that individualized follow-up — those for whom seeing, hearing and feeling from you will evoke a positive personal response.
(FULL STORY)


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