Keller Center for Research

Browse Archives by Keyword: Management

Boundary Conditions of Ethical Leadership: Stress as a Potential Inhibitor
Matthew J. Quade, PhD, Sara Jansen Perry, PhD, and Emily M. Hunter, PhD
In this article, we study the relationship between ethical leadership and employee deviance and turnover intentions, considering the role of hindrance stress from the leader and the job. Our findings show that ethical leaders who also impose additional demands are perceived to miss the mark in providing proper social support are likely to have deviant or withdrawing employees

Salesperson Ambidexterity and Customer Satisfaction
Raj Agnihotri, PhD, Colin B. Gabler, PhD, Omar S. Itani, PhD,
Fernando Jaramillo, PhD, and Michael T. Krush, PhD

To remain competitive, salespeople must provide excellent service while still reaching their sales quotas. When these two ideas converge, sales-service ambidexterity is achieved. But how can sales managers encourage their sales associates to reach this medium?

The Influence of Political Skill on Sales Outcomes
Jie Li, PhD, Gong Sun, PhD, and Zhiming Cheng, PhD
It is widely recognized that political skill enables employees to secure valuable resources within their own companies and to promote positive outcomes with customers. In this article, we examine the effect of political skill in the sales context and draw conclusions for real estate professionals

INSIDER: The Multigenerational Sales Team
Clint Ratliff, MBA Candidate
Buyer and seller markets are now comprised of multiple generations that not only see the world differently, but also value vastly different lifestyles. While the differences between generations provide obstacles to overcome, it is also important to recognize the accessibility, innovation and collaboration these differences provide for the workplace

Networking Benefits for Real Estate Professionals: Men and Women are Different
Gerrard Macintosh, PhD and Michael Krush, PhD
Research shows that men and women network differently and benefit differently from networking. In our research, we examine different types of networking benefits for female and male real estate professionals which allows us to offer suggestions for more effective networking

Reducing Employee Cynicism and Time Theft Through Empowering Leadership
Natalia M. Lorinkova, PhD and Sara Jansen Perry, PhD
What kind of relationships do you have with those who report to you and with your own boss? We study these relationships in conjunction with empowering leadership to suggest that the better these relationships are, the better position leaders are in to positively influence their employees

Combatting a Stigma Begins with You
Sven Mikolon, PhD, Glen E. Kreiner, PhD, and Jan Wieseke, PhD
Stigma is inherently problematic for any worker but is particularly detrimental for real estate agents and other sales representatives. Stigma can be detrimental to agents because job performance and personal well-being depend greatly on favorable interactions with customers

How Customer Satisfaction Affects Employee Job Satisfaction
Alex R. Zablah, PhD, Brad D. Carlson, PhD, D. Todd Donavan, PhD, James G. Maxham, III, PhD, and Tom J. Brown, PhD
Firms often prioritize frontline employee job satisfaction, hoping that satisfied employees will lead to satisfied customers. In real estate, this implies that improvements in agent satisfaction are expected to increase client satisfaction. According to our research, these agencies may be missing an important opportunity

Importance of Motivation to Career Success
Keo Mony Sok, PhD, Phyra Sok, PhD, and Luigi M. De Luca, PhD
The need for fantastic sales professionals is greater today than ever before. Increasingly, clients demand sales professionals provide exceptional customer service that coincides with meeting those desired results. To this, motivation is key

Combatting Real Estate Professionals’ Insecurity
Nawar N. Chaker, PhD, David W. Schumann, PhD, Alex R. Zablah, PhD, and Daniel J. Flint, PhD
Have you ever felt insecure in your career? Have you ever doubted your ability to fulfill your job duties? If so, you are certainly not the only one in your field experiencing these emotions. While most are unwilling to admit their insecurity or discuss their self-doubt with their peers, insecurity is common among sales professionals

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