Psychology of Selling and Marketing
The salesperson traits that decide whether loyalty becomes revenue
A study of 502 financial advisors and their clients finds that quirky and creative salespeople turn customer loyalty into revenue more effectively, while blunt ones tend to squander it.
When “limited stock” beats “almost sold out”: What drives impulse buying of blind boxes
A new study finds that "limited edition" tends to spark stronger impulse buying of blind boxes than "selling out fast," but which message works best depends on the shopper's mindset.
Do eco-friendly hotels actually win customer loyalty? New research offers an answer
New research finds that when hotel customers believe climate claims are genuine, they become more engaged with climate change and more loyal to the hotel.
Lottery-like stocks dominate Reddit investing forums, new research shows
A study of millions of Reddit posts finds that retail investors disproportionately discuss stocks with extreme recent returns, matching predictions from a decades-old psychology theory about how people evaluate risk.
New research maps how dense partnership networks can undermine product innovation
A study of Dutch companies finds that innovation follows an inverted-U curve with network density, and cognitive distance between partners changes everything.
Why smart investors make bad choices: New research maps the psychology behind market chaos
New research on 400 investors and 15 financial experts finds that overconfidence and herd behavior meaningfully harm investment decisions, while anchoring and loss aversion add to market inefficiencies.
When a sales clerk calls you “Boss”: How small social signals shape what shoppers buy
A study of 334 shoppers in Ghana finds that a salesperson's looks and use of respectful titles like "Boss" or "Madam" are linked to what customers buy, and to whether they come back or recommend the store.
Why investors hate regret more than losses: Inside a study of irrational money decisions
Researchers tested how four mental biases shape investor decisions and found that fear of regret outranked even fear of losses, reshaping how advisors might think about irrational financial behavior.
Does hating a rival brand make you more loyal to your favorite?
New research on 445 smartphone users finds that hating a rival brand is linked to lower, not higher, intentions to buy your own favorite brand. Love drives loyalty; hate may quietly undermine it.
The hidden cost of chasing quotas in business-to-business sales
A study of 227 business-to-business salespeople finds that a manager's fixation on the bottom line tends to spread to their team, but a salesperson's moral values and a higher share of fixed pay appear to protect customer relationships.