AUTHOR: Bolander, Willy
What to Look for in Your Next Sales Hire
[3/1/2022]
Willy Bolander, PhD, Cinthia B. Satornino, PhD, Alexis M. Allen, PhD, Bryan Hochstein, PhD, and Riley Dugan, PhD
What do you prioritize on a job candidate resume? Prior selling experience or a formal sales education? Our research examines the effects of both on newly hired salespeople's performance trajectories over time, along with the impact of manager coaching behaviors. Our results provide insights into the benefits and drawbacks of each hiring heuristic along with recommendations for how to coach new salespeople depending on which heuristic led to their hire
Effects of Emotional Exhaustion on Ethical Behavior
[3/1/2021]
Bruno Lussier, PhD, Nathaniel N. Hartmann, PhD, and Willy Bolander, PhD
With tight deadlines and sales goals to meet, agents often face temptations to behave unethically in order to get ahead. Our research suggests that unethical behavior actually decreases overall sales performance and that emotional exhaustion increases the likelihood of those unethical behaviors
How to Win the Sale: Adaptive Sales Techniques
[12/1/2019]
Bryan Hochstein, PhD, Willy Bolander, PhD, Ronald Goldsmith, PhD, and Christopher R. Plouffe, PhD
Your clients are more informed now than ever when making purchase decisions. Our research offers insights on applicable adaptive sales techniques based on the consumers’ perceived informedness about high-involvement purchases
Is the Customer Really King?
[6/1/2017]
Christopher R. Plouffe, PhD, Willy Bolander, PhD, Joseph A. Cote, PhD, and Bryan Hochstein, PhD
The modern real estate agent's business relationships today transcend obvious interactions with customers and now also include the internal business team and external business partners. The successful agent must skillfully manage these three relationships to complete the transaction
