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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.

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. 

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. 

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. 

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.

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.

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.

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.

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.

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.

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.

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 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.

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.

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.