When salespeople fail to hit their targets, inner drive matters more than bonus checks
A study of 110 salespeople finds that inner drive, not financial incentives, is more closely linked to bouncing back after...
Read moreDetailsThe “dark” personality traits that predict sales success — and when they backfire
New research reveals that "dark triad" personality traits in salespeople produce surprisingly different performance outcomes depending on time and workplace...
Read moreDetailsWhat communication skills do B2B salespeople actually need in a digital-first era?
New research identifies four dimensions of communication competence that B2B salespeople need as selling shifts from conference rooms to online...
Read moreDetailsA founder’s smile may be worth millions in startup funding, research suggests
Research across five studies finds that founders who smile receive higher funding and valuations, with perceived trustworthiness playing a key...
Read moreDetailsWhat actually makes millennials buy products on sale?
A survey of 564 millennials across 24 nationalities reveals which sales promotion benefits actually drive their buying intentions, and which...
Read moreDetailsThe surprising coping strategy that may help salespeople avoid burnout
New research finds that salespeople who can "read the room" may also be better at managing stress, thanks to a...
Read moreDetailsWhen saying sorry with a small discount actually makes things worse
When a business makes a mistake, offering a small discount might seem like a safe fix. New research shows this...
Read moreDetailsHow dark and light personality traits relate to business owner well-being
Business owners are often celebrated for innovation but criticized for misconduct. A recent study in Strategic Change investigated this duality,...
Read moreDetailsWhy mobile game fail ads make you want to download the app
Mobile game advertisements frequently show characters failing simple puzzles. A new study investigated this trend, exploring how a viewer's competitive...
Read moreDetailsThe science of sound reduplication and cuteness in product branding
When companies name new products, their linguistic choices matter. A new investigation reveals that repeating syllables, such as the "miu"...
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