Contributors

Understanding how to reduce burnout is a key to keeping agents satisfied and motivated. Our research examines the impact individual facets of burnout have on job satisfaction, what impact skill discretion and hindrance demands have on job satisfaction, and whether burnout mediates the relationship between discretion and demands in relation to job satisfaction.

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.

How can a salesperson improve her performance? This is a question that sales management researchers have spent a great deal of effort and time trying to...

Given the highly competitive market in which real estate agents work, striving to attract and retain valued customers is important. Understanding what makes a client want to ...