New research reveals that cramped spaces in service settings can actually boost customer satisfaction when people feel psychologically threatened, turning...

A study of 236 Norwegian salespeople identifies seven distinct skill dimensions that matter in B2B selling, offering a practical framework...

A survey of 250 retail customers explores how trust, expertise, and reputation shape enjoyable interactions and perceived risk, and how...

Organizational shakeups can spark envy among salespeople, leading to unethical behavior, customer neglect and higher quit rates. New research shows...

A new study of 435 young women finds that a micro-celebrity's level of direct engagement with followers may matter more...

A three-part study finds that salespeople driven by a sense of purpose, not just money, tend to work harder and...

A review of 45 studies identifies five persuasive communication approaches used in marketing and maps the conditions under which each...

New research links two basic psychological needs, autonomy and relatedness, to stronger salesperson-manager alignment. That alignment, in turn, is tied...

New research finds that logos conveying stillness make brands seem more premium, while motion-suggesting logos do the opposite. The effect...

New research finds that more vivid product colors lead consumers to expect stronger smells, bolder tastes, and more intense textures,...