Psychology of Selling and Marketing
When a goal-driven boss ignores relationships, manipulative employees may fight back
A study of 332 Chinese employees finds that goal-focused, relationship-neglecting bosses may trigger counterproductive behavior and burnout in manipulative employees.
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 failure, with implications for how managers motivate struggling reps.
The “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 social networks.
What 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 chats and video calls.
What 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 ones fall flat.
The 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 surprising coping strategy involving strategic disengagement.
When 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 specific strategy leads to lower satisfaction among conservative customers who expect a proportional financial response.
How 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, revealing how different personality traits are linked to the ways entrepreneurs handle stress and experience happiness.
Why 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 traits and amusement at someone else's misfortune are linked to a higher likelihood of downloading games.
The 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" in Miumiu, triggers feelings of affection and increases the appeal of specific items.