Why a blue background can make a brown sofa look bigger
New research finds that products displayed against high-contrast backgrounds appear larger to shoppers than the same products shown against similar-hued...
Read moreDetailsWhy brand names like “Yum Yum” and “BonBon” taste sweeter to our brains
New research finds that brand names with repeated sounds, like "BonBon" or "Yum Yum," lead consumers to expect sweeter flavors,...
Read moreDetailsHow the science of persuasion connects to B2B sales success
A review of 32 studies reveals how psychology-based persuasion models and adaptive communication skills are linked to better outcomes in...
Read moreDetailsCan AI shopping assistants make consumers less willing to choose eco-friendly options?
New research finds that AI shopping assistants can distort consumers' sense of time, making them less likely to choose eco-friendly...
Read moreDetailsRelying on financial bonuses might actually be driving your sales team away, new research suggests
Why do sales agents quit? Two studies reveal that internal motivation and schedule control outweigh financial rewards for keeping talent.
Read moreDetailsWhy the most emotionally skilled salespeople still underperform without one key ingredient
New research finds salespeople perform best when their emotional intelligence matches their confidence level, and overconfidence is the most damaging...
Read moreDetailsWhy cramped spaces sometimes make customers happier: The surprising science of “spatial captivity”
New research reveals that cramped spaces in service settings can actually boost customer satisfaction when people feel psychologically threatened, turning...
Read moreDetailsSeven seller skills that drive B2B sales performance, according to a Norwegian study
A study of 236 Norwegian salespeople identifies seven distinct skill dimensions that matter in B2B selling, offering a practical framework...
Read moreDetailsWhat makes customers stick with a salesperson? A study traces the path from trust to long-term commitment
A survey of 250 retail customers explores how trust, expertise, and reputation shape enjoyable interactions and perceived risk, and how...
Read moreDetailsWhen company shakeups breed envy, salespeople may cut corners and eye the exit
Organizational shakeups can spark envy among salespeople, leading to unethical behavior, customer neglect and higher quit rates. New research shows...
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