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At the onset of the COVID-19 pandemic, the world was faced with an unprecedented tremor that necessitated a transition to a virtual world, immediately altering sales as we knew it. In his latest book, Jeb Blount provides techniques that turn virtual communication platforms into powerful and effective sales tools, making virtual selling more human and helping organizations acquire a distinct competitive advantage that will extend beyond the lifetime of the COVID-19 pandemic.

Kristen Koehler, MBA Candidate People often tackle change by attacking the problem head on and pushing through obstacles no matter the amount of resistance. In The Catalyst, Jonah Berger explains why "roadblock elimination" is the most effective way to pursue change and how to become a change catalyst—someone who facilitates change—within your organization.

Kristen Koehler, MBA Candidate People often tackle change by attacking the problem head on and pushing through obstacles no matter the amount of resistance. In The Catalyst, Jonah Berger explains why "roadblock elimination" is the most effective way to pursue change and how to become a change catalyst—someone who facilitates change—within your organization.

As market turbulence increases, strain occurs that impacts the customer-salesperson relationship. We examine how a strong foundation of both business and personal trust between the buyer and the seller is essential to building a relationship that can withstand unstable times.

Consumers are faced with more advertisements than ever, leading to consumer fatigue and ineffective marketing strategies. We explain how improvised marketing interventions—highly effective social media actions which utilize quick wit in real time in response to a situation or event—can help you attain a competitive advantage, even in an overly saturated environment like social media.

Consumers are faced with more advertisements than ever, leading to consumer fatigue and ineffective marketing strategies. We explain how improvised marketing interventions—highly effective social media actions which utilize quick wit in real time in response to a situation or event—can help you attain a competitive advantage, even in an overly saturated environment like social media.

The success of your business depends on how effectively salespeople can influence your clients. In real estate, it is vital to understand how salespeople influence customers and how they can improve those skills. Our research provides additional resources for salespeople to better understand the full set of sales influence tactics at their disposal.

The success of your business depends on how effectively salespeople can influence your clients. In real estate, it is vital to understand how salespeople influence customers and how they can improve those skills. Our research provides additional resources for salespeople to better understand the full set of sales influence tactics at their disposal.

Is it important for salespeople to like their managers? Research has established that people will do things for people they like, but does this have an impact on a firm’s sales performance? In this research, we examine several steps and practices that can increase your likeability as a manager, which can be a powerful driver of organizational sales performance.

Is it important for salespeople to like their managers? Research has established that people will do things for people they like, but does this have an impact on a firm’s sales performance? In this research, we examine several steps and practices that can increase your likeability as a manager, which can be a powerful driver of organizational sales performance.

Roughly 50 million businesses have a Facebook profile, and users share more than 2.5 billion comments a month on those business profiles. Consumer engagement with these businesses on social media is a significant marketing goal, and our study explores how businesses’ Facebook posts, both informational and emotional, affect customers’ electronic word-of-mouth.

Good leaders understand the people they are leading well enough to know their “language,” which they then use to influence employees’ or followers’ decisions and actions. Learning the language that influences others is particularly important for managers and team leaders and is the focus of Shelle Rose Charvet’s book, Words That Change Minds: The 14 Patterns for Mastering the Language of Influence.

Good leaders understand the people they are leading well enough to know their “language,” which they then use to influence employees’ or followers’ decisions and actions. Learning the language that influences others is particularly important for managers and team leaders and is the focus of Shelle Rose Charvet’s book, Words That Change Minds: The 14 Patterns for Mastering the Language of Influence.

Loonshots are ideas that, at face value, appear to be entirely outlandish, but that have the potential for great success. In Safi Bahcall's Loonshots: Nurture the Crazy Ideas That Win Wars, Cure Diseases, and Transform Industries, we learn that the vitality of loonshots extends into the board room and is dependent upon careful nurturing and cultivation of these loonshot ideas.

Loonshots are ideas that, at face value, appear to be entirely outlandish, but that have the potential for great success. In Safi Bahcall's Loonshots: Nurture the Crazy Ideas That Win Wars, Cure Diseases, and Transform Industries, we learn that the vitality of loonshots extends into the board room and is dependent upon careful nurturing and cultivation of these loonshot ideas.

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.

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.

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.

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.

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.

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.

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.

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 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.

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 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.

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.

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.

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.

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.

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.

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.

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.