Contributors

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. 

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. 

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. 

It is hard to overstate the importance of online reviews. In today’s world where most product experiences start and/or end online, the experiences of others are more visible and more important than ever. In this research, we discover the most effective time to ask customers for reviews following a product experience. 

It is hard to overstate the importance of online reviews. In today’s world where most product experiences start and/or end online, the experiences of others are more visible and more important than ever. In this research, we discover the most effective time to ask customers for reviews following a product experience. 

It is hard to overstate the importance of online reviews. In today’s world where most product experiences start and/or end online, the experiences of others are more visible and more important than ever. In this research, we discover the most effective time to ask customers for reviews following a product experience. 

It is hard to overstate the importance of online reviews. In today’s world where most product experiences start and/or end online, the experiences of others are more visible and more important than ever. In this research, we discover the most effective time to ask customers for reviews following a product experience. 

In a competitive marketplace, it seems clear that salespeople's performance can be influenced by those around them, but more often overlooked are the sources and specific manifestations of those influences. Our research aimed to address one factor of this phenomenon, namely personal identification with supervisors. 

In a competitive marketplace, it seems clear that salespeople's performance can be influenced by those around them, but more often overlooked are the sources and specific manifestations of those influences. Our research aimed to address one factor of this phenomenon, namely personal identification with supervisors. 

In a competitive marketplace, it seems clear that salespeople's performance can be influenced by those around them, but more often overlooked are the sources and specific manifestations of those influences. Our research aimed to address one factor of this phenomenon, namely personal identification with supervisors. 

In a competitive marketplace, it seems clear that salespeople's performance can be influenced by those around them, but more often overlooked are the sources and specific manifestations of those influences. Our research aimed to address one factor of this phenomenon, namely personal identification with supervisors. 

Technology has transformed the way businesses market products and services, making it essential for marketers to stay up to date with the latest trends in digital marketing. In Digital Marketers Sound Off, Matt Chiera interviews some of the most successful and innovative digital marketers in the industry, sharing their experiences and offering insights into the strategies that have led to success.

Do you frequently find yourself second guessing past decisions or succumbing to negative thoughts? Are you unbearably stressed or anxious over various events? In the book Stop Overthinking, Nick Trenton outlines several key strategies to combat stress, rumination, and overthinking. 

The intent behind advertising is never just to spend money, but to engage consumers. Our research links the use of negations—which advise what not to do through words such as like no, not, can’t, don’t—to increased consumer engagement. Our paper examines how the use of negations impact consumer engagement, while also considering negations’ effect on how powerful brands seem. 

The intent behind advertising is never just to spend money, but to engage consumers. Our research links the use of negations—which advise what not to do through words such as like no, not, can’t, don’t—to increased consumer engagement. Our paper examines how the use of negations impact consumer engagement, while also considering negations’ effect on how powerful brands seem. 

Having employees of various backgrounds and experience is vital to increasing access to markets, translating to a higher chance of marketplace success. Although industry has noticed the impact that a diverse workforce can have on an organization’s success, we studied whether consumers notice workforce diversity and whether diversity affects consumer response to the firm.

Having employees of various backgrounds and experience is vital to increasing access to markets, translating to a higher chance of marketplace success. Although industry has noticed the impact that a diverse workforce can have on an organization’s success, we studied whether consumers notice workforce diversity and whether diversity affects consumer response to the firm.

The ways in which gender affects negotiations and business interactions has been studied extensively and remains a topic of interest across various fields. Research has not, however, applied these ideas to the real estate industry, where the majority of agents are female. Our research aims to address this gap and answer how agent gender and interactions with agents of the same or different gender affect bargaining power in real estate transactions.

The ways in which gender affects negotiations and business interactions has been studied extensively and remains a topic of interest across various fields. Research has not, however, applied these ideas to the real estate industry, where the majority of agents are female. Our research aims to address this gap and answer how agent gender and interactions with agents of the same or different gender affect bargaining power in real estate transactions.

The ways in which gender affects negotiations and business interactions has been studied extensively and remains a topic of interest across various fields. Research has not, however, applied these ideas to the real estate industry, where the majority of agents are female. Our research aims to address this gap and answer how agent gender and interactions with agents of the same or different gender affect bargaining power in real estate transactions.

Our research investigates the impact of amoral management—a type of leadership approach that is devoid of ethical considerations, or simply, leadership’s failure to respond to situations that have ethical implications—on employees and organizations. We also examine the connection between amoral management and unethical behavior, which has implications in the real estate industry.

Our research investigates the impact of amoral management—a type of leadership approach that is devoid of ethical considerations, or simply, leadership’s failure to respond to situations that have ethical implications—on employees and organizations. We also examine the connection between amoral management and unethical behavior, which has implications in the real estate industry.

Our research investigates the impact of amoral management—a type of leadership approach that is devoid of ethical considerations, or simply, leadership’s failure to respond to situations that have ethical implications—on employees and organizations. We also examine the connection between amoral management and unethical behavior, which has implications in the real estate industry.

A firm's onboarding process acts as a foundation in new hires’ perception of the company and sets the stage for their future at the organization. Companies devote hours of time and millions of dollars each year to onboarding new employees and in trying to find the best way to induct new employees into the organization.  Our research examines different types of onboarding programs and determines which type best impacts the success of the salesperson.

A firm's onboarding process acts as a foundation in new hires’ perception of the company and sets the stage for their future at the organization. Companies devote hours of time and millions of dollars each year to onboarding new employees and in trying to find the best way to induct new employees into the organization.  Our research examines different types of onboarding programs and determines which type best impacts the success of the salesperson.

A firm's onboarding process acts as a foundation in new hires’ perception of the company and sets the stage for their future at the organization. Companies devote hours of time and millions of dollars each year to onboarding new employees and in trying to find the best way to induct new employees into the organization.  Our research examines different types of onboarding programs and determines which type best impacts the success of the salesperson.

A firm's onboarding process acts as a foundation in new hires’ perception of the company and sets the stage for their future at the organization. Companies devote hours of time and millions of dollars each year to onboarding new employees and in trying to find the best way to induct new employees into the organization.  Our research examines different types of onboarding programs and determines which type best impacts the success of the salesperson.

In this study, we demonstrate that female leaders are more inclined to prioritize strong customer relationships compared to their male counterparts in similar roles. We believe this customer centric approach can enhance a company's ability to satisfy customers, ultimately leading to improved financial outcomes.

In this study, we demonstrate that female leaders are more inclined to prioritize strong customer relationships compared to their male counterparts in similar roles. We believe this customer centric approach can enhance a company's ability to satisfy customers, ultimately leading to improved financial outcomes.

In this study, we demonstrate that female leaders are more inclined to prioritize strong customer relationships compared to their male counterparts in similar roles. We believe this customer centric approach can enhance a company's ability to satisfy customers, ultimately leading to improved financial outcomes.

Part of an effective sales approach is to build trust with buyers; however, research suggests 70% of B2B salespeople overestimate customers’ trust in them. Our research aimed to evaluate the effects of salesperson trust overestimation on customer account revenue and word of mouth or the likelihood and quality of referrals.

Part of an effective sales approach is to build trust with buyers; however, research suggests 70% of B2B salespeople overestimate customers’ trust in them. Our research aimed to evaluate the effects of salesperson trust overestimation on customer account revenue and word of mouth or the likelihood and quality of referrals.

Part of an effective sales approach is to build trust with buyers; however, research suggests 70% of B2B salespeople overestimate customers’ trust in them. Our research aimed to evaluate the effects of salesperson trust overestimation on customer account revenue and word of mouth or the likelihood and quality of referrals.

Part of an effective sales approach is to build trust with buyers; however, research suggests 70% of B2B salespeople overestimate customers’ trust in them. Our research aimed to evaluate the effects of salesperson trust overestimation on customer account revenue and word of mouth or the likelihood and quality of referrals.

Caffeine is a staple in Americans’ consumption habits, but some effects of caffeine consumption may influence the spending behavior of consumers. In this article, we explore how drinking caffeine before shopping affects retail purchasing behavior, and we draw conclusions as to how this can affect both buyers and sellers in real estate.

Caffeine is a staple in Americans’ consumption habits, but some effects of caffeine consumption may influence the spending behavior of consumers. In this article, we explore how drinking caffeine before shopping affects retail purchasing behavior, and we draw conclusions as to how this can affect both buyers and sellers in real estate.

Caffeine is a staple in Americans’ consumption habits, but some effects of caffeine consumption may influence the spending behavior of consumers. In this article, we explore how drinking caffeine before shopping affects retail purchasing behavior, and we draw conclusions as to how this can affect both buyers and sellers in real estate.

Caffeine is a staple in Americans’ consumption habits, but some effects of caffeine consumption may influence the spending behavior of consumers. In this article, we explore how drinking caffeine before shopping affects retail purchasing behavior, and we draw conclusions as to how this can affect both buyers and sellers in real estate.

Caffeine is a staple in Americans’ consumption habits, but some effects of caffeine consumption may influence the spending behavior of consumers. In this article, we explore how drinking caffeine before shopping affects retail purchasing behavior, and we draw conclusions as to how this can affect both buyers and sellers in real estate.

Caffeine is a staple in Americans’ consumption habits, but some effects of caffeine consumption may influence the spending behavior of consumers. In this article, we explore how drinking caffeine before shopping affects retail purchasing behavior, and we draw conclusions as to how this can affect both buyers and sellers in real estate.

Caffeine is a staple in Americans’ consumption habits, but some effects of caffeine consumption may influence the spending behavior of consumers. In this article, we explore how drinking caffeine before shopping affects retail purchasing behavior, and we draw conclusions as to how this can affect both buyers and sellers in real estate.

Caffeine is a staple in Americans’ consumption habits, but some effects of caffeine consumption may influence the spending behavior of consumers. In this article, we explore how drinking caffeine before shopping affects retail purchasing behavior, and we draw conclusions as to how this can affect both buyers and sellers in real estate.

Caffeine is a staple in Americans’ consumption habits, but some effects of caffeine consumption may influence the spending behavior of consumers. In this article, we explore how drinking caffeine before shopping affects retail purchasing behavior, and we draw conclusions as to how this can affect both buyers and sellers in real estate.