Research Report

For real estate professionals, the word value comes up in professional conversations everyday. However, value can oftentimes be very narrowly defined from the firm’s perspective, prompting the agent to miss opportunities to connect the broad definition of value to the real estate purchase experience...

The concept of developing value for a buyer in order to gain a purchase decision should not be thought of as a static event or a single step in the selling endeavor, but rather a critical and dynamic factor or process...

Our decision-making processes utilize two systems in our minds that function very differently, yet work together to help us analyze situations and draw conclusions. Dr. Daniel Kahneman’s Thinking, Fast and Slow explores the interaction between the automatic system and the conscious system...

Decision-making and loss as a result of decision-making may afflict every individual, industry, and profession. However, decision-making and loss are not the most pleasurable experiences. In fact, decisions are often described as painful...

Recent academic research shows that two types of salesperson or agent behaviors play important roles in creating successful sales organizations. The question motivating our research is: what can the people who lead sales groups do to further encourage these behaviors?

Complexity threatens organizational competitiveness. Nearly 70% of executives attribute rising costs to excessive complexity, and many firms are aggressively combating complexity...

For most people, sales agility is a new term. Top sellers are agile learners who know what it takes to dive into a new situation and figure it out quickly...