Psychology of Selling and Marketing

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.

When companies design marketing campaigns, they must choose the right spokesperson. A 2022 study investigated whether consumers are more persuaded by highly competent experts or warm peers, finding that the best choice depends entirely on the audience's mindset.

CEOs who score higher on narcissism tend to push their companies toward strategies that break from industry norms, new research shows.

Salespeople may improve persuasion by moving their hands. An analysis of TED Talks and controlled experiments shows that using gestures to illustrate concepts helps audiences understand complex information more easily.

Managers often struggle with manipulative or narcissistic employees. A new study reveals that specific leadership behaviors can act as a trigger, causing these "dark" traits to surface and damage the organization.