Contributors

Marketing is all about understanding customer preferences and providing solutions that match these preferences. However, marketers’ perceptions of their target customers’ preferences can be biased through the so-called false consensus effect, whereby marketers project their personal preferences onto customers.

Marketing is all about understanding customer preferences and providing solutions that match these preferences. However, marketers’ perceptions of their target customers’ preferences can be biased through the so-called false consensus effect, whereby marketers project their personal preferences onto customers.

Marketing is all about understanding customer preferences and providing solutions that match these preferences. However, marketers’ perceptions of their target customers’ preferences can be biased through the so-called false consensus effect, whereby marketers project their personal preferences onto customers.

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.

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.

Social media has become a core component of communication within our society, and as social media has positively impacted personal life, it has also positively impacted business. Our study focuses specifically on the relationship between social media usage, key selling tasks, salesperson performance, and peer social media usage as a relationship moderator.

Social media has become a core component of communication within our society, and as social media has positively impacted personal life, it has also positively impacted business. Our study focuses specifically on the relationship between social media usage, key selling tasks, salesperson performance, and peer social media usage as a relationship moderator.

Social media has become a core component of communication within our society, and as social media has positively impacted personal life, it has also positively impacted business. Our study focuses specifically on the relationship between social media usage, key selling tasks, salesperson performance, and peer social media usage as a relationship moderator.

Social media has become a core component of communication within our society, and as social media has positively impacted personal life, it has also positively impacted business. Our study focuses specifically on the relationship between social media usage, key selling tasks, salesperson performance, and peer social media usage as a relationship moderator.

It’s time to start winning the battle that has consumed your life—the battle against procrastination. In Do the Hard Things First, Scott Allan analyzes the bad habit of procrastination and teaches his audience how to reverse this practice in order to implement a new set of behaviors and develop a new identity.

You don’t have to be a rocket scientist to start thinking like one. In Ozan Varol’s book, Think Like a Rocket Scientist, he challenges readers to risk failure, question the status quo, and engage in critical thinking as he shares invaluable insights from some of the greatest triumphs and catastrophes in human history.

The gender gap in pay in the real estate industry is larger than the average gap across industries, and there are also stark gender gaps in career advancement to top leadership positions in the real estate industry. This research explores how job flexibility increases, rather than detracts from, promotion aspirations among working mothers, an important implication for managers looking to recruit and promote female employees and chip away at persistent gender gaps.

Incivility, rudeness, and a general disrespect for others has risen steeply in the workplace in recent years, affecting not only employees, but also customers and third parties in contact with employees. Servant leaders, those who put the needs of others above their own, serve as a critical force in preventing group-level incivility through promoting a virtuous work climate.

Incivility, rudeness, and a general disrespect for others has risen steeply in the workplace in recent years, affecting not only employees, but also customers and third parties in contact with employees. Servant leaders, those who put the needs of others above their own, serve as a critical force in preventing group-level incivility through promoting a virtuous work climate.

Incivility, rudeness, and a general disrespect for others has risen steeply in the workplace in recent years, affecting not only employees, but also customers and third parties in contact with employees. Servant leaders, those who put the needs of others above their own, serve as a critical force in preventing group-level incivility through promoting a virtuous work climate.

The benefits of earned media–or zero-cost advertising through social media sharing–within the real estate industry are invaluable. Contrary to prior studies, our research finds that specific emotional expressions have distinct effects on social sharing, allowing firms to more easily pinpoint what emotions an advertisement should aim to evoke and thus what content is more likely to be shared.

The benefits of earned media–or zero-cost advertising through social media sharing–within the real estate industry are invaluable. Contrary to prior studies, our research finds that specific emotional expressions have distinct effects on social sharing, allowing firms to more easily pinpoint what emotions an advertisement should aim to evoke and thus what content is more likely to be shared.

What do you prioritize on a job candidate resume? Prior selling experience or a formal sales education? Our research examines the effects of both on newly hired salespeople's performance trajectories over time, along with the impact of manager coaching behaviors. Our results provide insights into the benefits and drawbacks of each hiring heuristic along with recommendations for how to coach new salespeople depending on which heuristic led to their hire.

What do you prioritize on a job candidate resume? Prior selling experience or a formal sales education? Our research examines the effects of both on newly hired salespeople's performance trajectories over time, along with the impact of manager coaching behaviors. Our results provide insights into the benefits and drawbacks of each hiring heuristic along with recommendations for how to coach new salespeople depending on which heuristic led to their hire.

What do you prioritize on a job candidate resume? Prior selling experience or a formal sales education? Our research examines the effects of both on newly hired salespeople's performance trajectories over time, along with the impact of manager coaching behaviors. Our results provide insights into the benefits and drawbacks of each hiring heuristic along with recommendations for how to coach new salespeople depending on which heuristic led to their hire.

What do you prioritize on a job candidate resume? Prior selling experience or a formal sales education? Our research examines the effects of both on newly hired salespeople's performance trajectories over time, along with the impact of manager coaching behaviors. Our results provide insights into the benefits and drawbacks of each hiring heuristic along with recommendations for how to coach new salespeople depending on which heuristic led to their hire.

What do you prioritize on a job candidate resume? Prior selling experience or a formal sales education? Our research examines the effects of both on newly hired salespeople's performance trajectories over time, along with the impact of manager coaching behaviors. Our results provide insights into the benefits and drawbacks of each hiring heuristic along with recommendations for how to coach new salespeople depending on which heuristic led to their hire.

While research suggests adaptive selling is a core ingredient of sales success, the question of how salespeople should alter their behavior in response to varying customer attributes has remained unclear. Our research and recommendations offer managerial insight to capitalize on the genuine benefits of adaptive selling to lead to greater success organization-wide.

While research suggests adaptive selling is a core ingredient of sales success, the question of how salespeople should alter their behavior in response to varying customer attributes has remained unclear. Our research and recommendations offer managerial insight to capitalize on the genuine benefits of adaptive selling to lead to greater success organization-wide.

While research suggests adaptive selling is a core ingredient of sales success, the question of how salespeople should alter their behavior in response to varying customer attributes has remained unclear. Our research and recommendations offer managerial insight to capitalize on the genuine benefits of adaptive selling to lead to greater success organization-wide.

Did you know only about 10% of New Year's resolutions are achieved? Research cites the biggest reason people fail is a lack of self-discipline. In this Insider, we explore Daniel Walter's advice on how to increase self-discipline and move your ordinary to extraordinary.

In his latest book, business leader Tilman Fertitta emphasizes that even when you think your business is performing at its best, there is always something lurking around the corner that could make your business obsolete. Fertitta warns that you should never, ever stop worrying about your business.

Why do some houses sell above listing price while similar neighboring houses do not? Is it because sellers underprice their property? Are some real estate agents particularly skilled at bringing in high value buyers, or does it just come down to luck?

Why do some houses sell above listing price while similar neighboring houses do not? Is it because sellers underprice their property? Are some real estate agents particularly skilled at bringing in high value buyers, or does it just come down to luck?

Why do some houses sell above listing price while similar neighboring houses do not? Is it because sellers underprice their property? Are some real estate agents particularly skilled at bringing in high value buyers, or does it just come down to luck?

When highlighting exceptional performance of real estate agents, firms often credit the success to either sheer effort or natural talent. The way in which you market your agents, though, can impact their relationship formation with clients and, ultimately, the success of your firm.

When highlighting exceptional performance of real estate agents, firms often credit the success to either sheer effort or natural talent. The way in which you market your agents, though, can impact their relationship formation with clients and, ultimately, the success of your firm.

When highlighting exceptional performance of real estate agents, firms often credit the success to either sheer effort or natural talent. The way in which you market your agents, though, can impact their relationship formation with clients and, ultimately, the success of your firm.

The goal of your social media marketing should not be to simply increase social media impressions, but instead, to increase positive impressions. In this study, we examine the role of trust and commitment in driving positive relationships and customer engagement in social media.

The goal of your social media marketing should not be to simply increase social media impressions, but instead, to increase positive impressions. In this study, we examine the role of trust and commitment in driving positive relationships and customer engagement in social media.

The goal of your social media marketing should not be to simply increase social media impressions, but instead, to increase positive impressions. In this study, we examine the role of trust and commitment in driving positive relationships and customer engagement in social media.

The goal of your social media marketing should not be to simply increase social media impressions, but instead, to increase positive impressions. In this study, we examine the role of trust and commitment in driving positive relationships and customer engagement in social media.

The goal of your social media marketing should not be to simply increase social media impressions, but instead, to increase positive impressions. In this study, we examine the role of trust and commitment in driving positive relationships and customer engagement in social media.

The goal of your social media marketing should not be to simply increase social media impressions, but instead, to increase positive impressions. In this study, we examine the role of trust and commitment in driving positive relationships and customer engagement in social media.

Due to the nature of real estate, working beyond the walls of the office is accessible and frequently encouraged. But how does this balancing act impact others in your firm? We examine how an agent's family functioning relates to their interactions with coworkers, thereby shaping the coworker's job attitude and experiences.

Due to the nature of real estate, working beyond the walls of the office is accessible and frequently encouraged. But how does this balancing act impact others in your firm? We examine how an agent's family functioning relates to their interactions with coworkers, thereby shaping the coworker's job attitude and experiences.

Due to the nature of real estate, working beyond the walls of the office is accessible and frequently encouraged. But how does this balancing act impact others in your firm? We examine how an agent's family functioning relates to their interactions with coworkers, thereby shaping the coworker's job attitude and experiences.

Now more than ever, clients expect a uniquely tailored experience and product. This research aims to build upon already-utilized aspects of adaptive selling while increasing your understanding of adaptive selling and providing recommendations to further hone your own adaptive selling techniques.

As firms seek to standardize job roles, they are losing out on some of the most creative and quirky aspects of their workforce. In Nine Lies about Work, Marcus Buckingham and Ashley Goodall uncover nine lies that we encounter every day at work and seek evidence to discover the less popular truth about work.

Robots will eventually take your job! Truth is, they may indeed take it one day, but they also may help guide you into your next position. The Adaptation Advantage explains why it's hard for humans to change, how the world will continue to advance, and what individuals can do to make themselves adaptable in a constantly-changing world.

An apology by a service provider may help restore customer satisfaction to a certain degree, but our research suggests that using a statement of appreciation rather than an apology could increase customer satisfaction even further.

An apology by a service provider may help restore customer satisfaction to a certain degree, but our research suggests that using a statement of appreciation rather than an apology could increase customer satisfaction even further.

An apology by a service provider may help restore customer satisfaction to a certain degree, but our research suggests that using a statement of appreciation rather than an apology could increase customer satisfaction even further.

An apology by a service provider may help restore customer satisfaction to a certain degree, but our research suggests that using a statement of appreciation rather than an apology could increase customer satisfaction even further.

In addition to winning over potential clients, engaging in value-based selling leads to increased customer retention, growth, and salesperson performance. This study examines the influence of different motivational sources — self, supervisor, customer, and team — to uncover how to motivate and benefit from implementing VBS in your organization.