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Keller Center for Research

AUTHOR: Johnson, Jeff S.

Integrating Psychological Capital into Your Sales Organization
[12/1/2016]
Scott Friend, PhD, Jeff Johnson, PhD, Fred Luthans, PhD, and Ravipreet Sohi, PhD
It’s no secret that a positive outlook can have dramatic impacts on a person’s day-to-day activities. In fact, according to the Mayo Clinic, positive thinking can result in increased life span, lower rates of depression, and better psychological and physical well-being

Absolute versus Relative Sales Failure
[9/1/2016]
Jeff S. Johnson, PhD, Scott B. Friend, PhD, Brian N. Rutherford, PhD, and G. Alexander Hamwi, PhD
Failure can have a profound impact on a salesperson’s effectiveness. Research has shown that failure affects a company’s bottom line through salesperson performance and turnover


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