Psychology of Selling and Marketing

A new study reveals that consumers spend more time browsing, skip the obvious choices, and select more expensive items when presented with a short list of products curated by a human expert rather than a crowd-sourced algorithm.

When giving a recommendation, communicators tend to use second-person pronouns like "you." However, new research shows that audiences are actually more persuaded by first-person language like "I," which avoids triggering defensive psychological reactions.

New research reveals that three-dimensional logos can increase brand trust and purchase likelihood by mimicking physical objects. However, this design advantage disappears when the logo is placed on a cluttered background or represents an abstract service.

People report greater satisfaction and a stronger desire to work together again when negotiating with women, even when gender is anonymous and financial terms are identical. The advantage stems from communication habits that prioritize mutual trust.

A new study finds that reading bad reviews before trying a product actually makes the experience worse, while positive reviews offer no matching boost.

When previous shoppers leave visible gaps between products on a retail shelf, subsequent consumers often view the remaining items as defective leftovers, initiating a psychological chain of events that reduces overall sales.

A minute-by-minute analysis of nearly 3,000 live-stream broadcasts reveals how consumer engagement and sales feed off one another in real time, offering a precise window for maximizing retail revenue.

A new study comparing digital sales tools found that conversational chatbots generated up to 500 percent more business-to-business leads than traditional web forms, driven by user preferences for speed, perceived customization, and platform security.

A new study explores what happens when business-to-business buyers must change their internal processes to implement customized solutions. The findings reveal that while adapting fosters long-term commitment, it can sometimes dampen a buyer's immediate satisfaction.

A new study finds that consumers who possess manipulative and self-serving personality traits are more likely to seek revenge against brands that behave the exact same way.