Psychology of Selling and Marketing
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.
When company shakeups breed envy, salespeople may cut corners and eye the exit
Organizational shakeups can spark envy among salespeople, leading to unethical behavior, customer neglect and higher quit rates. New research shows psychological resilience may be the antidote.
Study finds Instagram micro-celebrities can shift brand attitudes and buying intent through direct engagement
A new study of 435 young women finds that a micro-celebrity's level of direct engagement with followers may matter more than attractiveness or expertise in shaping brand attitudes and buying intent.
Salespeople who feel they’re making a difference may outperform those chasing commissions
A three-part study finds that salespeople driven by a sense of purpose, not just money, tend to work harder and adapt better over time, especially younger workers.