Psychology of Selling and Marketing

A study of 302 B2B salespeople finds that servant leadership is linked to lower turnover intentions and higher confidence, but the path to better sales performance is indirect.

A study of 381 pharmacy sales reps in Vietnam found that emotional intelligence, especially emotion regulation, was linked to stronger customer focus and better sales results.

A study of 332 Chinese employees finds that goal-focused, relationship-neglecting bosses may trigger counterproductive behavior and burnout in manipulative employees.

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.

New research reveals that "dark triad" personality traits in salespeople produce surprisingly different performance outcomes depending on time and workplace social networks.

New research identifies four dimensions of communication competence that B2B salespeople need as selling shifts from conference rooms to online chats and video calls.

A survey of 564 millennials across 24 nationalities reveals which sales promotion benefits actually drive their buying intentions, and which ones fall flat.

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 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.

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.