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Change is inevitable for long-term organizational sustainability, but change management is commonly viewed as a difficult endeavor. Our research identifies and examines two key factors that can increase the odds for success for your firm's change initiatives.

Images are likely a key component to your social media strategy, but are you using the right images in the right manner? Our research quantifies the impact of image content and makes recommendations to help increase your client engagement on social media.

Images are likely a key component to your social media strategy, but are you using the right images in the right manner? Our research quantifies the impact of image content and makes recommendations to help increase your client engagement on social media.

Images are likely a key component to your social media strategy, but are you using the right images in the right manner? Our research quantifies the impact of image content and makes recommendations to help increase your client engagement on social media.

With tight deadlines and sales goals to meet, agents often face temptations to behave unethically in order to get ahead. Our research suggests that unethical behavior actually decreases overall sales performance and that emotional exhaustion increases the likelihood of those unethical behaviors.

With tight deadlines and sales goals to meet, agents often face temptations to behave unethically in order to get ahead. Our research suggests that unethical behavior actually decreases overall sales performance and that emotional exhaustion increases the likelihood of those unethical behaviors.

Richard G. McFarland, PhD and Andrea L. Dixon, PhD Salespeople are subjected to high levels of stress on a day-to-day basis, which often leads to burnout. In this research, we examine how interpersonal mentalizing skills and oscillating between actively addressing stressors and giving yourself a break can reduce the chances of burnout occurring.

Robert Rietveld, PhD Candidate, Willemijn van Dolen, PhD, Masoud Mazloom, PhD, and Marcel Worring, PhD Do your Instagram posts contain emotional or informative appeals? This research defines the difference and examines which type best influences customer engagement on social media.

Robert Rietveld, PhD Candidate, Willemijn van Dolen, PhD, Masoud Mazloom, PhD, and Marcel Worring, PhD Do your Instagram posts contain emotional or informative appeals? This research defines the difference and examines which type best influences customer engagement on social media.

Corrie A. H. Penraat, MBA Candidate In Robert Iger's Ride of a Lifetime, he shares the lessons he learned leading more than 200,000 employees as CEO of The Walt Disney Company for nearly 15 years. Through this journey, he explores the principles necessary for effective leadership in any business venture.

Corrie A. H. Penraat, MBA Candidate In Robert Iger's Ride of a Lifetime, he shares the lessons he learned leading more than 200,000 employees as CEO of The Walt Disney Company for nearly 15 years. Through this journey, he explores the principles necessary for effective leadership in any business venture.

Jacob Brenton, MDiv/MBA In Company of One: Why Staying Small is the Next Big Thing for Business, entrepreneur Paul Jarvis discusses a variety of perspectives on how small business owners and entrepreneurs can redefine success in business, focusing on quality over quantity.

Jacob Brenton, MDiv/MBA In Company of One: Why Staying Small is the Next Big Thing for Business, entrepreneur Paul Jarvis discusses a variety of perspectives on how small business owners and entrepreneurs can redefine success in business, focusing on quality over quantity.

Reaching consumers on Facebook through organic or non-paid advertising has become a challenge. Our research finds a three-part social media viral framework to help you write more engaging posts to reach more buyers.

Referrals are an important source of new business for real estate agents, but our study shows that most businesses are not implementing referral incentive programs in the most effective manner.

Referrals are an important source of new business for real estate agents, but our study shows that most businesses are not implementing referral incentive programs in the most effective manner.

How can companies best manage rapid and constant change in technology? We explore The Technology Fallacy, which suggests that managing technological disruption is not about managing technology at all—it is about managing people.

How can companies best manage rapid and constant change in technology? We explore The Technology Fallacy, which suggests that managing technological disruption is not about managing technology at all—it is about managing people.

In today's socially conscious environment, social responsibility is an increasingly important strategy for business. Our study answers the question of how corporate social responsibility (applied in many businesses today) can lead to financial profitability.

In today's socially conscious environment, social responsibility is an increasingly important strategy for business. Our study answers the question of how corporate social responsibility (applied in many businesses today) can lead to financial profitability.

How can you increase sales with no new software, gimmick, or miracle? Our research examines how psychological resourcefulness, characterized by optimism and resilience, will help salesperson performance and the bottom line.

How can companies best manage rapid and constant change in technology? We explore The Technology Fallacy, which suggests that managing technological disruption is not about managing technology at all—it is about managing people.

How can you increase sales with no new software, gimmick, or miracle? Our research examines how psychological resourcefulness, characterized by optimism and resilience, will help salesperson performance and the bottom line.

Whether specializing in the mature market or simply employing lead generation strategies, agents are likely to encounter older adult home sellers. This study examines why older adult couples, who intend to age in place until death, may ultimately elect to sell their home and move into a congregate setting.

Whether specializing in the mature market or simply employing lead generation strategies, agents are likely to encounter older adult home sellers. This study examines why older adult couples, who intend to age in place until death, may ultimately elect to sell their home and move into a congregate setting.

Reaching consumers on Facebook through organic or non-paid advertising has become a challenge. Our research finds a three-part social media viral framework to help you write more engaging posts to reach more buyers.

If you can get 1% better each day for one year, you'll end up 37 times better by the time it's all said and done. In Atomic Habits, James Clear, one of the world's leading experts on habit formation, outlines the framework for getting 1% better every day.

A customer’s problem is the opportunity for the salesperson to create value for customers. This research investigates how the buyer-seller relationship is affected by the effectiveness of the salesperson’s ability to coordinate internal resources.

Does your firm have a greater responsibility outside of your legal obligations and goals? As corporations grow a sense of social responsibility, our research investigates the impact of philanthropy, environmental sustainability, customer respect, and worker respect on customer loyalty.

Like all infinite games, in the game of life, the goal should never be to win, but instead to perpetuate the game. This article summarizes how to adopt the five essential practices necessary to adopt an infinite mindset in order to perpetuate the infinite game of business.

Like all infinite games, in the game of life, the goal should never be to win, but instead to perpetuate the game. This article summarizes how to adopt the five essential practices necessary to adopt an infinite mindset in order to perpetuate the infinite game of business.

Profits are essential to managing a business, but can an emphasis on the bottom-line impact employees? Our research examines how supervisors with high bottom-line mentality garner negative perceptions from employees, leading to decreased employee performance.

Your Twitter followers can be some of your best brand ambassadors, but are you actually capturing their attention with your tweets? Our study analyzes whether the occurrence of topic-related words at the beginning of the tweet affects your number of retweets.

Living a happier life takes work. We examine Shawn Achor's seven principles that can lead you to have a "happiness advantage" in your personal life and your real estate career.

Does your firm have a greater responsibility outside of your legal obligations and goals? As corporations grow a sense of social responsibility, our research investigates the impact of philanthropy, environmental sustainability, customer respect, and worker respect on customer loyalty.

Profits are essential to managing a business, but can an emphasis on the bottom-line impact employees? Our research examines how supervisors with high bottom-line mentality garner negative perceptions from employees, leading to decreased employee performance.

The market for ambient scents is growing rapidly, and research reveals that pleasant ambient scents have a positive influence on consumers’ brand perceptions. We further examine how repeated subconsciously processed ambient scents enhance your potential homebuyers’ evaluation of their service experience.

With the quick availability of online listings and resources, some buyers may feel they no longer need the specialized services of a real estate agent. Have you considered how the content and design of your web site might help you reclaim competitive advantage, while connecting with potential clients on a deeper level?

In their book Conversational Marketing, authors David Cancel and Dave Gerhardt share why online conversational marketing creates a better, more natural, and more profitable sales climate.

Even as U.S. companies spend more than $900 billion on building sales forces, salesperson turnover has reached 27%, and average tenures are as short as two years. This article addresses how your firm can help new agents successfully gain entry into a network of interconnected contacts.

With the quick availability of online listings and resources, some buyers may feel they no longer need the specialized services of a real estate agent. Have you considered how the content and design of your web site might help you reclaim competitive advantage, while connecting with potential clients on a deeper level?

Although much research has been focused on a salesperson’s externally directed behavior, we found that political skill and intrinsic motivation have effects on adaptive selling and sales performance. In light of this evidence, we recommend that every sales manager assist his/her salespeople with developing these intrapreneurial abilities.

Today, email is the standard method of business communication, but traditional emails are not always effective at allowing your personality to shine through. In Rehumanize Your Business, authors Ethan Beute and Steve Pacinelli examine how adding a personal video element to your emails can help generate leads and increase sales.

Today, email is the standard method of business communication, but traditional emails are not always effective at allowing your personality to shine through. In Rehumanize Your Business, authors Ethan Beute and Steve Pacinelli examine how adding a personal video element to your emails can help generate leads and increase sales.

With the quick availability of online listings and resources, some buyers may feel they no longer need the specialized services of a real estate agent. Have you considered how the content and design of your web site might help you reclaim competitive advantage, while connecting with potential clients on a deeper level?

In their book Conversational Marketing, authors David Cancel and Dave Gerhardt share why online conversational marketing creates a better, more natural, and more profitable sales climate.

In their book Conversational Marketing, authors David Cancel and Dave Gerhardt share why online conversational marketing creates a better, more natural, and more profitable sales climate.

Internet addiction is regarded as a growing health concern in many parts of the world. Our research examines how social media can drain resources in the workplace and how employees react to social media posts by their colleagues, ultimately impacting job performance.

Although much research has been focused on a salesperson’s externally directed behavior, we found that political skill and intrinsic motivation have effects on adaptive selling and sales performance. In light of this evidence, we recommend that every sales manager assist his/her salespeople with developing these intrapreneurial abilities.

Do you use charisma to convey messages in a convincing manner to charm your clients? Our findings show that specific, learnable, and culturally appropriate displays of charismatic behavior can enhance client impressions and ultimately increase sales.