Psychology of Selling and Marketing
When two heads aren’t better than one: What research reveals about human-AI teamwork in marketing
A meta-analysis of 132 experiments finds that adding AI to marketing workflows reliably improves human performance, but human-AI teams rarely outperform capable AI systems working alone.
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 backgrounds, an effect driven by sharper edges and easier visual processing.
Why 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, an effect linked to perceptions of baby-like cuteness.
How 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 business-to-business sales.
Can 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 options that involve waiting.
Relying 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.
Why 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 mismatch of all.
Why 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 confinement into a sense of protection.
Seven 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 for hiring, training, and evaluation.
What 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 those experiences connect to long-term salesperson loyalty.