New Research

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.

Research across five studies finds that founders who smile receive higher funding and valuations, with perceived trustworthiness playing a key role in investor decisions.

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.

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.

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.

A recent study investigates how people respond when artificial intelligence programs and human employees estimate wait times. The research shows that customers evaluate human answers more positively due to beliefs about how humans understand other people.