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Browse Archives by Author: Keith A. Richards

Looking Back: Key Themes in Sales Research
[9/1/2017]
Keith A. Richards, PhD, Wyatt Schrock, PhD, Yanhui Zhao, PhD, and Douglas E. Hughes, PhD
In every field of study, there are moments when looking back helps us better understand where we are now and the path forward. In an effort to uncover key takeaways for salespeople, we reviewed the lessons gleaned from the past 35 years of sales research

Better Together: Competitive Agents and Competitive Climate in the Agency
[6/1/2016]
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?


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