Browse Archives by Author: Eli Jones
Gratitude in Buyer-Seller Relationships
Stephanie M. Mangus, PhD, Dora E. Bock, PhD, Eli Jones, PhD, and Judith Anne Garretson Folse, PhD
Gratitude has immense value to firms and is linked to increases in share of wallet, sales revenue, sales growth, and customer commitment. Our research shows how sales professionals can improve their relational outcomes with customers by fostering more grateful customers through their own expressions of gratitude
Better Together: Competitive Agents and Competitive Climate in the Agency
Keith A. Richards, PhD, Wyatt A. Schrock, PhD Candidate, Douglas E. Hughes, PhD, Frank Q. Fu, PhD, and Eli Jones, PhD
One of the most important issues associated with building a high-powered real-estate organization is hiring the right people. According to the 2012 Economic Census there were just over 86,000 offices of real estate agents or brokers in the United States. How can your agency rise to the top of this crowded field?