Contributors

If you've ever struggled to persuade someone to agree with you, Chris Voss has your back in Never Split the Difference. A former hostage negotiator for the FBI, Voss breaks down the secrets of successful negotiations, making it simple for anyone to understand and apply, whether dealing with coworkers, family, or friends.

Diversity is valuable and important, as societal development necessitates all individuals of various backgrounds and experiences being welcomed regardless of their differences. Jason R. Thompson, author of Diversity and Inclusion Matters, addresses the need for diversity in modern companies and how it can be encouraged at all corporate levels.

It is now rare to base buying decisions purely on personal recommendations; rather, consumers place significant value on online reviews (both positive and negative). However, consumers do not perceive all online reviews as equally valuable. Reviews can be objective, subjective, or a mix of both. Our research examines which type of review is perceived as more valuable for consumers.

It is now rare to base buying decisions purely on personal recommendations; rather, consumers place significant value on online reviews (both positive and negative). However, consumers do not perceive all online reviews as equally valuable. Reviews can be objective, subjective, or a mix of both. Our research examines which type of review is perceived as more valuable for consumers.

It is now rare to base buying decisions purely on personal recommendations; rather, consumers place significant value on online reviews (both positive and negative). However, consumers do not perceive all online reviews as equally valuable. Reviews can be objective, subjective, or a mix of both. Our research examines which type of review is perceived as more valuable for consumers.

When posting online content, sellers want to hold audience attention and make sure readers engage with and remember their content. It turns out that the strategies required to capture sustained engagement can be different from the those which will garner clicks and initial exposure. Our research examines the factors that contribute to holding an audience’s attention, especially with the use of emotional language and textual simplicity.

When posting online content, sellers want to hold audience attention and make sure readers engage with and remember their content. It turns out that the strategies required to capture sustained engagement can be different from the those which will garner clicks and initial exposure. Our research examines the factors that contribute to holding an audience’s attention, especially with the use of emotional language and textual simplicity.

When posting online content, sellers want to hold audience attention and make sure readers engage with and remember their content. It turns out that the strategies required to capture sustained engagement can be different from the those which will garner clicks and initial exposure. Our research examines the factors that contribute to holding an audience’s attention, especially with the use of emotional language and textual simplicity.

Salespeople and sales managers often understandably focus on interactions with the customer. We argue that selling also involves “secondary selling,” or interactions with secondary entities, namely objects and people outside the core salesperson-customer dyad. This research examines whether secondary selling has an impact on a customer’s receptivity to a sales pitch, purchase behavior, feelings about the salesperson, and satisfaction with the sales process.

Salespeople and sales managers often understandably focus on interactions with the customer. We argue that selling also involves “secondary selling,” or interactions with secondary entities, namely objects and people outside the core salesperson-customer dyad. This research examines whether secondary selling has an impact on a customer’s receptivity to a sales pitch, purchase behavior, feelings about the salesperson, and satisfaction with the sales process.

Salespeople and sales managers often understandably focus on interactions with the customer. We argue that selling also involves “secondary selling,” or interactions with secondary entities, namely objects and people outside the core salesperson-customer dyad. This research examines whether secondary selling has an impact on a customer’s receptivity to a sales pitch, purchase behavior, feelings about the salesperson, and satisfaction with the sales process.

The advertisement landscape is evolving. While positive advertising appeals often dominate, a new trend has emerged—the rise of audience-targeted negative advertisements, which, in contrast to traditional approaches, employ moderately negative messages directly targeting the audience. The emergence of these advertisements presents a unique opportunity for advertisers to connect with consumers in unconventional ways.

The advertisement landscape is evolving. While positive advertising appeals often dominate, a new trend has emerged—the rise of audience-targeted negative advertisements, which, in contrast to traditional approaches, employ moderately negative messages directly targeting the audience. The emergence of these advertisements presents a unique opportunity for advertisers to connect with consumers in unconventional ways.

The advertisement landscape is evolving. While positive advertising appeals often dominate, a new trend has emerged—the rise of audience-targeted negative advertisements, which, in contrast to traditional approaches, employ moderately negative messages directly targeting the audience. The emergence of these advertisements presents a unique opportunity for advertisers to connect with consumers in unconventional ways.

The advertisement landscape is evolving. While positive advertising appeals often dominate, a new trend has emerged—the rise of audience-targeted negative advertisements, which, in contrast to traditional approaches, employ moderately negative messages directly targeting the audience. The emergence of these advertisements presents a unique opportunity for advertisers to connect with consumers in unconventional ways.

We spend more of our time than ever indoors—in cars, homes, offices, stores, and schools. Meanwhile, spending time outdoors remains invaluable to our mental and physical health. For those who work indoors, getting outside can seem like a luxury amid the demands and stresses of our hectic lives that we simply can’t afford. However, we believe there are effective ways for employees to reconnect and benefit from contact with nature outside of the work day.

We spend more of our time than ever indoors—in cars, homes, offices, stores, and schools. Meanwhile, spending time outdoors remains invaluable to our mental and physical health. For those who work indoors, getting outside can seem like a luxury amid the demands and stresses of our hectic lives that we simply can’t afford. However, we believe there are effective ways for employees to reconnect and benefit from contact with nature outside of the work day.

We spend more of our time than ever indoors—in cars, homes, offices, stores, and schools. Meanwhile, spending time outdoors remains invaluable to our mental and physical health. For those who work indoors, getting outside can seem like a luxury amid the demands and stresses of our hectic lives that we simply can’t afford. However, we believe there are effective ways for employees to reconnect and benefit from contact with nature outside of the work day.

We spend more of our time than ever indoors—in cars, homes, offices, stores, and schools. Meanwhile, spending time outdoors remains invaluable to our mental and physical health. For those who work indoors, getting outside can seem like a luxury amid the demands and stresses of our hectic lives that we simply can’t afford. However, we believe there are effective ways for employees to reconnect and benefit from contact with nature outside of the work day.

Dan Ariely’s Misbelief provides valuable insight into the reasons why people fall into certain beliefs. With a combination of emotional, cognitive, personal, and social factors, it is possible for anyone to become a misbeliever. In the real estate industry, one can adopt some of these same strategies to get to the core of people’s beliefs and desires in order to best serve customer needs.

Humans are most often enriched by the vibrancy of having social connections. Simultaneously, however, these connections can also be detrimental to our well-being. In Healthy Boundaries, Chase Hill outlines how to identify when boundaries are disregarded by our families, friends, and coworkers and offers solutions that can enable us to live healthier, more fulfilling lives.

As consumers' perceptions of brand messages evolve, advertisers respond by revisiting their messages and investing more heavily, with North American advertising spending projected to exceed $370 billion by 2024. In this context, brand name, logo, and slogan's semiotic components gain strategic importance in enhancing brand equity. This paper focuses on slogans and examines slogan-related factors that enhance alignment with brand identity.

As consumers' perceptions of brand messages evolve, advertisers respond by revisiting their messages and investing more heavily, with North American advertising spending projected to exceed $370 billion by 2024. In this context, brand name, logo, and slogan's semiotic components gain strategic importance in enhancing brand equity. This paper focuses on slogans and examines slogan-related factors that enhance alignment with brand identity.

As consumers' perceptions of brand messages evolve, advertisers respond by revisiting their messages and investing more heavily, with North American advertising spending projected to exceed $370 billion by 2024. In this context, brand name, logo, and slogan's semiotic components gain strategic importance in enhancing brand equity. This paper focuses on slogans and examines slogan-related factors that enhance alignment with brand identity.

Have you ever noticed how platforms like Zillow and Rover prominently display profile pictures? Our faces are powerful communicators, even online. Facial cues act as potent first impressions, shaping judgments of trustworthiness, competence, and likeability. We investigated whether online profile photos have this effect, demonstrating how perceived facial characteristics influence consumer engagement with real estate agents.

Have you ever noticed how platforms like Zillow and Rover prominently display profile pictures? Our faces are powerful communicators, even online. Facial cues act as potent first impressions, shaping judgments of trustworthiness, competence, and likeability. We investigated whether online profile photos have this effect, demonstrating how perceived facial characteristics influence consumer engagement with real estate agents.

Have you ever noticed how platforms like Zillow and Rover prominently display profile pictures? Our faces are powerful communicators, even online. Facial cues act as potent first impressions, shaping judgments of trustworthiness, competence, and likeability. We investigated whether online profile photos have this effect, demonstrating how perceived facial characteristics influence consumer engagement with real estate agents.

Have you ever noticed how platforms like Zillow and Rover prominently display profile pictures? Our faces are powerful communicators, even online. Facial cues act as potent first impressions, shaping judgments of trustworthiness, competence, and likeability. We investigated whether online profile photos have this effect, demonstrating how perceived facial characteristics influence consumer engagement with real estate agents.

Our research seeks to better understand consumer perceptions of sales pressure through the exploration of consumer entitlement, self-perception of high levels of product knowledge and persuasion knowledge, and awareness of sales persuasion tactics.  Hopefully, this understanding will help firms prevent situations in which consumers feel pressured to buy and instead will create mutually beneficial sales exchanges.

Our research seeks to better understand consumer perceptions of sales pressure through the exploration of consumer entitlement, self-perception of high levels of product knowledge and persuasion knowledge, and awareness of sales persuasion tactics.  Hopefully, this understanding will help firms prevent situations in which consumers feel pressured to buy and instead will create mutually beneficial sales exchanges.

Our research seeks to better understand consumer perceptions of sales pressure through the exploration of consumer entitlement, self-perception of high levels of product knowledge and persuasion knowledge, and awareness of sales persuasion tactics.  Hopefully, this understanding will help firms prevent situations in which consumers feel pressured to buy and instead will create mutually beneficial sales exchanges.

Our research seeks to better understand consumer perceptions of sales pressure through the exploration of consumer entitlement, self-perception of high levels of product knowledge and persuasion knowledge, and awareness of sales persuasion tactics.  Hopefully, this understanding will help firms prevent situations in which consumers feel pressured to buy and instead will create mutually beneficial sales exchanges.

Due to its prevalence, depression has been called the “common cold” of mental health. Depression has direct negative effects on employees such as increased deviant workplace behavior and decreased productivity, and this relationship extends to the salesperson role. We studied how certain personal resources—work adaptability and family work support—along with supervisor support can mitigate the consequences of depression on salesperson performance.

Due to its prevalence, depression has been called the “common cold” of mental health. Depression has direct negative effects on employees such as increased deviant workplace behavior and decreased productivity, and this relationship extends to the salesperson role. We studied how certain personal resources—work adaptability and family work support—along with supervisor support can mitigate the consequences of depression on salesperson performance.

Due to its prevalence, depression has been called the “common cold” of mental health. Depression has direct negative effects on employees such as increased deviant workplace behavior and decreased productivity, and this relationship extends to the salesperson role. We studied how certain personal resources—work adaptability and family work support—along with supervisor support can mitigate the consequences of depression on salesperson performance.

Due to its prevalence, depression has been called the “common cold” of mental health. Depression has direct negative effects on employees such as increased deviant workplace behavior and decreased productivity, and this relationship extends to the salesperson role. We studied how certain personal resources—work adaptability and family work support—along with supervisor support can mitigate the consequences of depression on salesperson performance.

Competitive salespeople are driven to achieve their goals, which is associated with high sales performance. However, competition can also be a threat to cohesion as salespeople may become more focused on individual success than the success of the team. We examine the challenge sales managers face of creating a work environment that fosters both competitiveness and cohesion in order to improve both performance and sales force retention.

Competitive salespeople are driven to achieve their goals, which is associated with high sales performance. However, competition can also be a threat to cohesion as salespeople may become more focused on individual success than the success of the team. We examine the challenge sales managers face of creating a work environment that fosters both competitiveness and cohesion in order to improve both performance and sales force retention.

Competitive salespeople are driven to achieve their goals, which is associated with high sales performance. However, competition can also be a threat to cohesion as salespeople may become more focused on individual success than the success of the team. We examine the challenge sales managers face of creating a work environment that fosters both competitiveness and cohesion in order to improve both performance and sales force retention.

Competitive salespeople are driven to achieve their goals, which is associated with high sales performance. However, competition can also be a threat to cohesion as salespeople may become more focused on individual success than the success of the team. We examine the challenge sales managers face of creating a work environment that fosters both competitiveness and cohesion in order to improve both performance and sales force retention.

Understanding one's own mind has never been more critical for well-being. Dr. Caroline Leaf's Cleaning Your Mental Mess serves as a guiding light through the landscape of mental health, offering readers a clear path to harness the power within each of us. This power allows us to shape our thoughts, emotions, and ultimately, our lives. 

Most people today are exposed to an overload of messages to which they are expected to attend and respond. With access to information instantly at our fingertips, we can find it hard to step back and really hear what someone is communicating. Patrick King’s book, How to Listen with Intention, addresses this challenge and provides helpful strategies for improving skills as listeners, communicators, and conversation partners. 

Salespeople often have a reputation for being competitive, and the prevailing view might be that having a competitive spirit is suitable and favorable in sales domains. However, research shows that not all people think about competition (or competitors) in the same way. In this paper, we examine how different competitive orientations affect salesperson behavior and performance in the workplace. 

Salespeople often have a reputation for being competitive, and the prevailing view might be that having a competitive spirit is suitable and favorable in sales domains. However, research shows that not all people think about competition (or competitors) in the same way. In this paper, we examine how different competitive orientations affect salesperson behavior and performance in the workplace. 

Salespeople often have a reputation for being competitive, and the prevailing view might be that having a competitive spirit is suitable and favorable in sales domains. However, research shows that not all people think about competition (or competitors) in the same way. In this paper, we examine how different competitive orientations affect salesperson behavior and performance in the workplace. 

Salespeople often have a reputation for being competitive, and the prevailing view might be that having a competitive spirit is suitable and favorable in sales domains. However, research shows that not all people think about competition (or competitors) in the same way. In this paper, we examine how different competitive orientations affect salesperson behavior and performance in the workplace. 

Salespeople often have a reputation for being competitive, and the prevailing view might be that having a competitive spirit is suitable and favorable in sales domains. However, research shows that not all people think about competition (or competitors) in the same way. In this paper, we examine how different competitive orientations affect salesperson behavior and performance in the workplace. 

Syntax is the grammatical formulation of words in a sentence and is vital to the memorability and persuasiveness of marketing messages. In a recent Journal of Marketing study, Atalay et.al. hypothesized that using messaging with a medium level of unexpectedness in the syntax, or syntactic surprise, would be effective in marketing messages. We examine their findings and draw implications to your real estate business. 

Frequent interruptions during work hours from spouses or children or frequent interruptions to family life from remote work can be significant causes of stress. Mental and emotional resources can be taxed by this overlap, resulting in lower quality of work and lower overall satisfaction for the employee. With this in mind, we conducted a study to see what types of breaks would best contribute to overcoming stress and resource drain while working remotely. 

Frequent interruptions during work hours from spouses or children or frequent interruptions to family life from remote work can be significant causes of stress. Mental and emotional resources can be taxed by this overlap, resulting in lower quality of work and lower overall satisfaction for the employee. With this in mind, we conducted a study to see what types of breaks would best contribute to overcoming stress and resource drain while working remotely.