Browse Archives by Author: Zachary R. Hall
Cooperation in Client Relationships
[6/1/2019]
Bruno Lussier, PhD and Zachary R. Hall, PhD
A critical success factor in the salesperson-customer relationship is cooperation. The purpose of this research is to analyze how salespeople’s actual cooperation efforts influence how customers perceive cooperation, and how customer-perceived cooperation influences relationship outcomes
Sharing Market Intelligence Among Salespeople
[3/1/2019]
Zachary R. Hall, PhD, Ryan R. Mullins, PhD, Niladri Syam, PhD, and Jeffrey P. Boichuk, PhD
Understanding the changing dynamics of customers and competitors in your market is a cornerstone for maintained success. This information, known as market intelligence, helps improve decision-making, especially in real estate. But how do we utilize it in an agency context to bolster sales?
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
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
