Browse Archives by Author: Leslie John
Earning Effective Referrals with the Right Incentives
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
Does Liking Lead to Loving?
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?
Do Past Preferences Indicate Future Selections?
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
Extending the 'Strangers on a Plane' Phenomenon to Real Estate
Leslie K. John, PhD
Why does a plane ride create such an intimate setting, often inspiring strangers to exchange life stories and share intimate personal information without regard for privacy..