Psychology of Selling and Marketing
What today’s shoppers really want from salespeople, and what drives them away
New research reveals which salesperson qualities matter most to today's informed consumers, how those preferences shift across retail, direct-selling, and complaint scenarios, and which traits drive negative reviews.
The salesperson who competes against themselves may outperform the one trying to beat everyone else
New research reveals that salespeople driven to beat their own past performance may outwork and out-help those focused on beating colleagues, with major implications for hiring and management.
When sales managers serve first, salespeople stay longer and sell more confidently
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.
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Emotional intelligence linked to better sales performance
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.
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.
A founder’s smile may be worth millions in startup funding, research suggests
Research across five studies finds that founders who smile receive higher funding and valuations, with perceived trustworthiness playing a key role in investor decisions.
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.