Browse Archives by Keyword: Lead Generation
The Secrets of Social Media in Salesperson Performance
[6/1/2022]
Melanie Bowen, PhD, Christine Lai-Bennejean, PhD, Alexander Haas, PhD, and Deva Rangarajan, PhD
Social media has become a core component of communication within our society, and as social media has positively impacted personal life, it has also positively impacted business. Our study focuses specifically on the relationship between social media usage, key selling tasks, salesperson performance, and peer social media usage as a relationship moderator
What Drives Customer Engagement on Instagram?
[3/1/2021]
Robert Rietveld, PhD Candidate, Willemijn van Dolen, PhD, Masoud Mazloom, PhD, and Marcel Worring, PhD
Do your Instagram posts contain emotional or informative appeals? This research defines the difference and examines which type best influences customer engagement on social media
Earning Effective Referrals with the Right Incentives
[12/1/2020]
Rachel Gershon, PhD, Cynthia Cryder, PhD, and Leslie K. John, PhD
Referrals are an important source of new business for real estate agents, but our study shows that most businesses are not implementing referral incentive programs in the most effective manner
How Older Adult Couples Make Downsizing Decisions
[12/1/2020]
Nikki Buckelew, PhD
Whether specializing in the mature market or simply employing lead generation strategies, agents are likely to encounter older adult home sellers. This study examines why older adult couples, who intend to age in place until death, may ultimately elect to sell their home and move into a congregate setting
Reclaiming Competitive Advantage with Web Design
[6/1/2020]
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?
Maximizing the Benefits of Customer Referrals
[12/1/2019]
Christophe Van den Bulte, PhD, Emanuel Bayer, PhD, Bernd Skiera, PhD, and Philipp Schmitt, PhD
Customers referred by other customers are the best kind. Our research conclusions shed light on why referred customers are more valuable and can also help firms and real estate agents maximize the benefits of customer referrals
INSIDER: UnSelling
[3/1/2019]
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
What are Likes Worth? A Facebook Field Experiment
[12/1/2018]
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?
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?
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
