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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.

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.

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.

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.

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.

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.

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.

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.

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.

In consumer-based businesses, understanding how to effectively design marketing messages is key. Our research on power distance belief brings salespeople one step closer to understanding what is going on in the minds of different consumers which increases the power to persuade audiences through appeals tailored directly toward specific consumer mindsets.

In consumer-based businesses, understanding how to effectively design marketing messages is key. Our research on power distance belief brings salespeople one step closer to understanding what is going on in the minds of different consumers which increases the power to persuade audiences through appeals tailored directly toward specific consumer mindsets.

For females in the workplace or in leadership, it is easy to feel isolated, out of place, and exhausted after consistently managing perceptions. In her new book, Huddle, Brooke Baldwin examines the powerful concept of a huddle, which empowers women to replace these negative feelings with feelings of being seen, of deserving the position they hold, and of being ready to take risks and challenge the norms in place.

The constant hustle and bustle of daily life can overwhelm us to the point that we lose sight of the most important thing: ourselves. In The High 5 Habit, Mel Robbins explains that the simple act of high-fiving yourself in the mirror first thing every morning can help you take charge of your life by restoring confidence and positivity. This daily boost will help you escape negative thoughts, push through anxiety, and turn dreams into reality.

Within the remote-work culture of real estate, it is not unusual to find a lone wolf salesperson, one who prefers to work independently when making decisions, setting priorities, and accomplishing goals. These lone wolf salespeople sometimes have a "sell at all costs" mentality, which can lead to ethical dilemmas. In this research, we explore the relationship between lone wolf sales tendencies and ethical behavior.

Workplace stress can impact prenatal and postpartum health, which in turn, affects return to the workplace and subsequent productivity. This research reports on two factors that can mitigate stress pregnant women encounter at work: coworker support and supervisor support received during pregnancy—both of which can alleviate stress during pregnancy, leading to lower incidence of postpartum depression, faster physical recovery, and greater ease of transition back into the workplace for the mother.

Workplace stress can impact prenatal and postpartum health, which in turn, affects return to the workplace and subsequent productivity. This research reports on two factors that can mitigate stress pregnant women encounter at work: coworker support and supervisor support received during pregnancy—both of which can alleviate stress during pregnancy, leading to lower incidence of postpartum depression, faster physical recovery, and greater ease of transition back into the workplace for the mother.

Salesperson turnover is an important issue for real estate. Building on the familiar saying, "People don't quit jobs, they quit bosses," our study proposes a new concept, sales managers' leadership worthiness, and demonstrates that perceived leadership worthiness increases salespersons' trust in and identification with their managers, ultimately reducing turnover intentions.

Organizational communication managers are tasked more and more with prioritizing employee communication due to an increase in remote work. Listening, one of the primary components of communication, which also influences employee turnover, has not received much attention in research or in practice. We conducted our study to learn more about the state of listening in U.S. companies and organizations.

Organizational communication managers are tasked more and more with prioritizing employee communication due to an increase in remote work. Listening, one of the primary components of communication, which also influences employee turnover, has not received much attention in research or in practice. We conducted our study to learn more about the state of listening in U.S. companies and organizations.

The emergence of digital information platforms allowing consumer-to-consumer communications is changing how service ecosystems establish and create value for service innovations. The communications regarding these innovations have transitioned from pure "one-to-one" communication and engagement processes to "many-to-many" informational touchpoints. Our study assesses these information flows in service ecosystems and how they influence decision-making of digital innovations.

The emergence of digital information platforms allowing consumer-to-consumer communications is changing how service ecosystems establish and create value for service innovations. The communications regarding these innovations have transitioned from pure "one-to-one" communication and engagement processes to "many-to-many" informational touchpoints. Our study assesses these information flows in service ecosystems and how they influence decision-making of digital innovations.

So, you've been promoted to manager-now what? In this Insider, we examine The First-Time Manager, which is a resourceful guide to help ease nerves, learn the ropes, recognize new responsibilities, relationships, and risks, and make a lasting impact on your organization and others around you through your new management role.

The best predictor of long-term success in the workplace is emotional intelligence. Emotional intelligence, or EQ, is what takes leaders from average to extraordinary. Having a better understanding of how emotions influence behavior will enable you to make more intelligent decisions, overcome obstacles, and transform the way you lead.

Real estate management and agents often work under high stress and performance pressure, leading to burnout in the workplace. Our research explores how goal-focused leadership, paired with non-discriminating behaviors and high cohesion among coworkers, can equip employees to avoid emotional exhaustion, even as they work longer hours and face other demands.

Have you ever been told to turn off electronics and give your brain some rest from screen time right before you go to bed? You may have been told that it will disrupt your sleep schedule and have a negative effect on your well-being the next day. Our research illustrates that this is only sometimes true.

Numerous professions, including real estate sales, involve duties that can lead employees to experience social anxiety, which can be detrimental to a salesperson, especially when working directly with customers. This research explores strategies to mitigate social anxiety in order to boost sales performance.

When it comes to buying products, we all tend to have favorite brands to which we are loyal. To better understand how brand relationships change, our research takes a deeper look at how consumers’ actions create, maintain, transform, and terminate brand relationships over time.

While there are an overwhelming number of resources available to help one build sales success, experienced salespeople with proven performance outcomes may be the most effective sources of inspiration. In Sales Secrets, Brandon Bornancin shares advice and perspectives from 104 accomplished sales professionals to help novice and experienced salespeople succeed in what can be a long-lasting and lucrative career.

While there are an overwhelming number of resources available to help one build sales success, experienced salespeople with proven performance outcomes may be the most effective sources of inspiration. In Sales Secrets, Brandon Bornancin shares advice and perspectives from 104 accomplished sales professionals to help novice and experienced salespeople succeed in what can be a long-lasting and lucrative career.

You never know when someone has an idea (but is too scared to say it) that could drastically change your firm. In Think Again: The Power of Knowing What You Don't Know, Adam Grant examines how "thinking again" can help you find new solutions to old problems and spot problems that were not addressed in old solutions that will elevate your career and your firm.

Consumers make countless decisions every day. Some situations require minimal decision-making effort, while others require more thought and effort to reach a decision. Our research finds that there are two situations, driven by a motivation to achieve cognitive closure, in which people will put more effort into the decision-making process in order to simplify the process in the future.

Consumers make countless decisions every day. Some situations require minimal decision-making effort, while others require more thought and effort to reach a decision. Our research finds that there are two situations, driven by a motivation to achieve cognitive closure, in which people will put more effort into the decision-making process in order to simplify the process in the future.

A brand's name is often the first interaction a brand or firm has with a consumer, and it has more power than most individuals or companies realize. Our research finds that linguistically feminine brand names enhance attitudes and choice and are correlated with better brand performance, as they activate associations with "warmth," based on the stereotype content model.

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.