Psychology of Selling and Marketing

Operational data from a Fortune 100 company reveals that schedule control and training reduce turnover better than commission checks.

Revisiting a 30-year-old economic question: A UW-Madison researcher finds that happy people spend more, challenging the “retail therapy” myth.

A new study reveals that salespeople who obsess over money often perform worse than their peers with different mindsets.

By analyzing decades of data, researchers determined that a salesperson’s sense of autonomy and competence drives performance significantly better than contests, commissions, or other financial rewards.

New research reveals that faking emotions drives B2B salespeople to quit, while authentic interactions boost performance.

Do you argue back or reinforce your own views? Psychology research shows how different resistance strategies change the strength of your opinions.

New research reveals how fashion influencers use "ordinariness" and accessibility to drive consumer purchase intention.

A study shows conservatives respond more negatively to sensitive health goods than liberals, driven by differing views on social acceptability.

An analysis of 1,490 adults compares actual web browsing habits with self-reported stress levels to identify key digital patterns.

Why are some bosses humble? New research links it to the specific mix of their sense of power and team closeness.