Browse Archives by Keyword: Management
Skill Discretion and Work Demands Impact on Salesperson Burnout and Job Satisfaction
[6/1/2022]
Lucy M. Matthews, DBA and Brian N. Rutherford, PhD
Understanding how to reduce burnout is a key to keeping agents satisfied and motivated. Our research examines the impact individual facets of burnout have on job satisfaction, what impact skill discretion and hindrance demands have on job satisfaction, and whether burnout mediates the relationship between discretion and demands in relation to job satisfaction
The Power of a Feminine Brand Name
[6/1/2022]
Ruth Pogacar, PhD, Justin Angle, PhD, Tina M. Lowrey, PhD, L. J. Shrum, PhD, and Frank R. Kardes, PhD
A brand's name is often the first interaction a brand or firm has with a consumer, and it has more power than most individuals or companies realize. Our research finds that linguistically feminine brand names enhance attitudes and choice and are correlated with better brand performance, as they activate associations with "warmth," based on the stereotype content model
Eliminating Toxicity through Servant Leadership
[3/1/2022]
Mitchell J. Neubert, PhD, Emily M. Hunter, PhD, and Remy C. Tolentino, MSN
Incivility, rudeness, and a general disrespect for others has risen steeply in the workplace in recent years, affecting not only employees, but also customers and third parties in contact with employees. Servant leaders, those who put the needs of others above their own, serve as a critical force in preventing group-level incivility through promoting a virtuous work climate
INSIDER: Shut Up and Listen!
[3/1/2022]
Kristen Koehler, MBA Candidate
In his latest book, business leader Tilman Fertitta emphasizes that even when you think your business is performing at its best, there is always something lurking around the corner that could make your business obsolete. Fertitta warns that you should never, ever stop worrying about your business
Job Flexibility Enhances Working Mothers’ Career Aspirations and Reduces Gender Gaps
[3/1/2022]
Julia B. Bear, PhD
The gender gap in pay in the real estate industry is larger than the average gap across industries, and there are also stark gender gaps in career advancement to top leadership positions in the real estate industry. This research explores how job flexibility increases, rather than detracts from, promotion aspirations among working mothers, an important implication for managers looking to recruit and promote female employees and chip away at persistent gender gaps
What to Look for in Your Next Sales Hire
[3/1/2022]
Willy Bolander, PhD, Cinthia B. Satornino, PhD, Alexis M. Allen, PhD, Bryan Hochstein, PhD, and Riley Dugan, PhD
What do you prioritize on a job candidate resume? Prior selling experience or a formal sales education? Our research examines the effects of both on newly hired salespeople's performance trajectories over time, along with the impact of manager coaching behaviors. Our results provide insights into the benefits and drawbacks of each hiring heuristic along with recommendations for how to coach new salespeople depending on which heuristic led to their hire
How Work-Family Balance Impacts Workplace Success
[12/1/2021]
Merideth J. Thompson, PhD, Dawn S. Carlson, PhD, and K. Michele Kacmar, PhD
Due to the nature of real estate, working beyond the walls of the office is accessible and frequently encouraged. But how does this balancing act impact others in your firm? We examine how an agent's family functioning relates to their interactions with coworkers, thereby shaping the coworker's job attitude and experiences
Marketing Your Agents: Effort vs. Talent
[12/1/2021]
Fine F. Leung, PhD, Sara Kim, PhD, and Caleb H. Tse, PhD
When highlighting exceptional performance of real estate agents, firms often credit the success to either sheer effort or natural talent. The way in which you market your agents, though, can impact their relationship formation with clients and, ultimately, the success of your firm
How to Communicate During Organizational Change
[9/1/2021]
Linjuan Rita Men, PhD, APR, Marlene Neill, PhD, APR, and Cen April Yue, PhD
In real estate, it is important to integrate employee-centered, symmetrical communication into change management in order to yield employees who are engaged in the change process. Our research examines how communication between managers and employees can impact employee engagement, commitment to change, and behavioral support for proposed change
INSIDER: The Catalyst: How to Change Anyone’s Mind
[9/1/2021]
Kristen Koehler, MBA Candidate
People often tackle change by attacking the problem head on and pushing through obstacles no matter the amount of resistance. In The Catalyst, Jonah Berger explains why "roadblock elimination" is the most effective way to pursue change and how to become a change catalyst—someone who facilitates change—within your organization
