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Browse Archives by Author: Gabriel Gonzales

Ensuring Newcomer Agent Success
[6/1/2020]
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

Social Media Addiction & Work-Life Balance
[6/1/2020]
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

Consider the Role of the Trusted Advisor
[3/1/2010]
Wayne A. Neu, PhD, Gabriel R. Gonzalez, PhD, and Michael W. Pass, PhD
Individual agents with whom clients interface are often the most critical vehicle for developing and maintaining high-performing buyer-seller relationships (Palmatier 2008)..


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