AUTHOR: Hochstein, Bryan
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
Boosting Sales Force Morale in Highly Dynamic, Complex Markets: The Role of Job Resources
[3/1/2020]
Nikolaos G. Panagopoulos, PhD, Bryan Hochstein, PhD, Thomas L. Baker, PhD, and Michael A. Pimentel, PhD Candidate
Improving sales force morale can be a valuable strategy to enhance job performance and reduce employee turnover. Despite the benefits that can come from high morale, little is known about what factors impact it. We examine what market demands impact morale and what resources you can leverage to boost morale in your organization
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
