Contributors

The prevalence of technology has prompted more people to maintain calendars through a smart device as opposed to a hard copy calendar. But does using a mobile calendar provide the same benefits at the same level as a paper calendar? Our research found that not only do users of paper calendars achieve higher plan fulfillment, but they are more effective at developing higher quality plans by taking a broader, big-picture perspective.

The prevalence of technology has prompted more people to maintain calendars through a smart device as opposed to a hard copy calendar. But does using a mobile calendar provide the same benefits at the same level as a paper calendar? Our research found that not only do users of paper calendars achieve higher plan fulfillment, but they are more effective at developing higher quality plans by taking a broader, big-picture perspective.

The prevalence of technology has prompted more people to maintain calendars through a smart device as opposed to a hard copy calendar. But does using a mobile calendar provide the same benefits at the same level as a paper calendar? Our research found that not only do users of paper calendars achieve higher plan fulfillment, but they are more effective at developing higher quality plans by taking a broader, big-picture perspective.

In order to be successful, agents need to be skilled communicators and master persuaders. In Influence: The Psychology of Persuasion, Robert Cialdini leverages insights from his 35 years of evidence-based research to explain the science behind persuasion, delving into what makes people say “yes” to a request or proposal.

In The Mental Toughness Handbook, Damon Zahariades provides practical advice and strategies for building resilience, perseverance, and self-discipline, skills that are more important than ever in the current climate. By developing mental toughness, we can learn to overcome fear and self-doubt, stay focused on our goals, and navigate the complexities of the world around us.

Year after year, companies allocate extensive resources toward developing and tracking incentive programs to effectively motivate sales employees. But, do these extrinsic motivators lead to increased sales? In this study, we examine how different types of motivation affect salesperson performance.

Year after year, companies allocate extensive resources toward developing and tracking incentive programs to effectively motivate sales employees. But, do these extrinsic motivators lead to increased sales? In this study, we examine how different types of motivation affect salesperson performance.

Year after year, companies allocate extensive resources toward developing and tracking incentive programs to effectively motivate sales employees. But, do these extrinsic motivators lead to increased sales? In this study, we examine how different types of motivation affect salesperson performance.

Year after year, companies allocate extensive resources toward developing and tracking incentive programs to effectively motivate sales employees. But, do these extrinsic motivators lead to increased sales? In this study, we examine how different types of motivation affect salesperson performance.

While technology has undoubtedly brought many benefits to the workplace, it has also brought a new form of stress known as "technostress." By understanding how technostress negatively influences employee turnover, work-family conflict, and family burnout, firms can better manage potential stressors and create a more positive and productive work environment.

While technology has undoubtedly brought many benefits to the workplace, it has also brought a new form of stress known as "technostress." By understanding how technostress negatively influences employee turnover, work-family conflict, and family burnout, firms can better manage potential stressors and create a more positive and productive work environment.

While technology has undoubtedly brought many benefits to the workplace, it has also brought a new form of stress known as "technostress." By understanding how technostress negatively influences employee turnover, work-family conflict, and family burnout, firms can better manage potential stressors and create a more positive and productive work environment.

While technology has undoubtedly brought many benefits to the workplace, it has also brought a new form of stress known as "technostress." By understanding how technostress negatively influences employee turnover, work-family conflict, and family burnout, firms can better manage potential stressors and create a more positive and productive work environment.

While technology has undoubtedly brought many benefits to the workplace, it has also brought a new form of stress known as "technostress." By understanding how technostress negatively influences employee turnover, work-family conflict, and family burnout, firms can better manage potential stressors and create a more positive and productive work environment.

While technology has undoubtedly brought many benefits to the workplace, it has also brought a new form of stress known as "technostress." By understanding how technostress negatively influences employee turnover, work-family conflict, and family burnout, firms can better manage potential stressors and create a more positive and productive work environment.

While technology has undoubtedly brought many benefits to the workplace, it has also brought a new form of stress known as "technostress." By understanding how technostress negatively influences employee turnover, work-family conflict, and family burnout, firms can better manage potential stressors and create a more positive and productive work environment.

Consumers often believe that salespeople do not have consumers' best interests in mind and, thus, dread the idea of engaging in negotiations with a salesperson. In our research, we focus on the interpersonal relationship between the consumer and the salesperson and examine whether a favor request from a salesperson to the consumer will encourage engagement and the idea of negotiation.

Consumers often believe that salespeople do not have consumers' best interests in mind and, thus, dread the idea of engaging in negotiations with a salesperson. In our research, we focus on the interpersonal relationship between the consumer and the salesperson and examine whether a favor request from a salesperson to the consumer will encourage engagement and the idea of negotiation.

Consumers often believe that salespeople do not have consumers' best interests in mind and, thus, dread the idea of engaging in negotiations with a salesperson. In our research, we focus on the interpersonal relationship between the consumer and the salesperson and examine whether a favor request from a salesperson to the consumer will encourage engagement and the idea of negotiation.

Humor has been a popular marketing strategy throughout the years. In our research, we argue that if a brand wants to use humor, they benefit more from using clever humor versus merely being funny. When a brand uses clever humor, it is better able to connect with the audience, which can lead to more positive brand attitudes and greater brand engagement.

Humor has been a popular marketing strategy throughout the years. In our research, we argue that if a brand wants to use humor, they benefit more from using clever humor versus merely being funny. When a brand uses clever humor, it is better able to connect with the audience, which can lead to more positive brand attitudes and greater brand engagement.

Humor has been a popular marketing strategy throughout the years. In our research, we argue that if a brand wants to use humor, they benefit more from using clever humor versus merely being funny. When a brand uses clever humor, it is better able to connect with the audience, which can lead to more positive brand attitudes and greater brand engagement.

Humor has been a popular marketing strategy throughout the years. In our research, we argue that if a brand wants to use humor, they benefit more from using clever humor versus merely being funny. When a brand uses clever humor, it is better able to connect with the audience, which can lead to more positive brand attitudes and greater brand engagement.

It is widely understood that a leader's daily emotional expressions can have a significant impact on employees' emotions and work performance. But what about the variability of leaders' emotional expressions across different days? Our research examines how leader affect variability impacts employee work engagement and performance.

It is widely understood that a leader's daily emotional expressions can have a significant impact on employees' emotions and work performance. But what about the variability of leaders' emotional expressions across different days? Our research examines how leader affect variability impacts employee work engagement and performance.

It is widely understood that a leader's daily emotional expressions can have a significant impact on employees' emotions and work performance. But what about the variability of leaders' emotional expressions across different days? Our research examines how leader affect variability impacts employee work engagement and performance.

Creating a workplace that employees love is foundational to any successful organization, and real estate is no exception. In his book, Clint Culver explains how through effective management, you can create an environment where your employees engage, grow, and never want to leave.

We live in a fast-paced and constantly changing world, and most of us have hundreds of things to accomplish in a short, 24-hour window before we must do it all over again. David Kadavy proposes a new approach to productivity that encourages success by focusing on managing one's mind rather than managing one's time.

Most people think of extrinsic motivators like salary, time off, and healthcare benefits when thinking about workplace motivation. We find, though, that contributing to something greater than themselves—or feeling a sense of purpose—is a huge motivator for employees, which can drastically impact the value individuals bring to a firm and to clients.

Most people think of extrinsic motivators like salary, time off, and healthcare benefits when thinking about workplace motivation. We find, though, that contributing to something greater than themselves—or feeling a sense of purpose—is a huge motivator for employees, which can drastically impact the value individuals bring to a firm and to clients.

Most people think of extrinsic motivators like salary, time off, and healthcare benefits when thinking about workplace motivation. We find, though, that contributing to something greater than themselves—or feeling a sense of purpose—is a huge motivator for employees, which can drastically impact the value individuals bring to a firm and to clients.

Salespeople are often indoctrinated to love what they sell, but too much enthusiasm from the salesperson may cause the customer to feel pressured and form a tendency to avoid the salesperson and the brand altogether. While brand attachment is important in terms of salesperson effort and performance, it may be equally off-putting for customers.

Salespeople are often indoctrinated to love what they sell, but too much enthusiasm from the salesperson may cause the customer to feel pressured and form a tendency to avoid the salesperson and the brand altogether. While brand attachment is important in terms of salesperson effort and performance, it may be equally off-putting for customers.

Salespeople are often indoctrinated to love what they sell, but too much enthusiasm from the salesperson may cause the customer to feel pressured and form a tendency to avoid the salesperson and the brand altogether. While brand attachment is important in terms of salesperson effort and performance, it may be equally off-putting for customers.

Humans are wired to seek out social interaction, and the Internet gives us endless opportunities to connect. But, contrary to the goal of bringing people together, recent research links increased social media usage to loneliness and perceived isolation. We studied social media use and examined whether it is how social media is used (passively vs. actively) that determines its effects on users’ perceived social connection and well-being.

Humans are wired to seek out social interaction, and the Internet gives us endless opportunities to connect. But, contrary to the goal of bringing people together, recent research links increased social media usage to loneliness and perceived isolation. We studied social media use and examined whether it is how social media is used (passively vs. actively) that determines its effects on users’ perceived social connection and well-being.

Emotional intelligence has historically been considered a key performance indicator, but our research finds that those with emotional calibration, or high emotional intelligence paired with high emotional self-efficacy (how one uses emotions), is a better indicator for sales success.

Emotional intelligence has historically been considered a key performance indicator, but our research finds that those with emotional calibration, or high emotional intelligence paired with high emotional self-efficacy (how one uses emotions), is a better indicator for sales success.

Emotional intelligence has historically been considered a key performance indicator, but our research finds that those with emotional calibration, or high emotional intelligence paired with high emotional self-efficacy (how one uses emotions), is a better indicator for sales success.

Emotional intelligence has historically been considered a key performance indicator, but our research finds that those with emotional calibration, or high emotional intelligence paired with high emotional self-efficacy (how one uses emotions), is a better indicator for sales success.

Emotional intelligence has historically been considered a key performance indicator, but our research finds that those with emotional calibration, or high emotional intelligence paired with high emotional self-efficacy (how one uses emotions), is a better indicator for sales success.

If you are looking for a way to unleash your culture, motivate your team, drive better results, and attract more customers, then you are not alone. Aligning your culture with your brand to build a marquee culture can help launch your company’s performance to new levels. In Culture Built My Brand, Mark Miller and Ted Vaugh provide practical ways to transform your internal culture to fuel success and performance.

In Your Next Five Moves: Master the Art of Business Strategy, Patrick Bet-David takes a deep dive into a practical methodology that can be applied to all areas of life, especially business. In just five simple moves, Bet-David lays out what you must do to differentiate yourself from the competition, attract and retain top talent, grow a company exponentially, and identify who you want to be and how you will get there.

Word of mouth has become a pivotal factor in what shapes consumers' thoughts and actions. We break down two modes of communication and find that writing does not have the same effect as speaking. This research offers insight as to how and when to use each form of communication in order to maximize agent success.

Word of mouth has become a pivotal factor in what shapes consumers' thoughts and actions. We break down two modes of communication and find that writing does not have the same effect as speaking. This research offers insight as to how and when to use each form of communication in order to maximize agent success.

Word of mouth has become a pivotal factor in what shapes consumers' thoughts and actions. We break down two modes of communication and find that writing does not have the same effect as speaking. This research offers insight as to how and when to use each form of communication in order to maximize agent success.

Social media is the fastest-growing advertising media class in the world and is an incredible tool that can be leveraged to grow business, even when promoting your business organically via non-paid promotions. In this research, we answer two questions: What is the optimal time to post? How are engagement and effectiveness of an organic post affected by the visual location of the web link in the post?

Social media is the fastest-growing advertising media class in the world and is an incredible tool that can be leveraged to grow business, even when promoting your business organically via non-paid promotions. In this research, we answer two questions: What is the optimal time to post? How are engagement and effectiveness of an organic post affected by the visual location of the web link in the post?

Nearly all business exchanges are built around the practice of reciprocity—or exchanging things with others for mutual benefit—which paves the way for feelings of gratitude and indebtedness. This study specifically focuses on how the salesperson's feelings of gratitude and indebtedness impact seller-buyer relationship quality, relationship satisfaction, and customer word of mouth.

Nearly all business exchanges are built around the practice of reciprocity—or exchanging things with others for mutual benefit—which paves the way for feelings of gratitude and indebtedness. This study specifically focuses on how the salesperson's feelings of gratitude and indebtedness impact seller-buyer relationship quality, relationship satisfaction, and customer word of mouth.