Psychology of Selling and Marketing

To win, you might need to forget. Researchers studying a simple competitive game found that the brains of losers, not winners, held on to information about past moves, a pattern that may hinder performance.

Is it better to persuade with emotion or facts? A large-scale analysis of studies from 22 countries reveals that culture plays a key role, with emotional appeals holding more sway in certain societies.

Discover the science behind Black Friday chaos. Research reveals how scarcity promotions, emotional triggers, and store environments can fuel aggressive shopper behavior.

A study explores how personal happiness spills over into job satisfaction and success in sales.

A new study published in SAGE Open explores how investment bankers’ technical knowledge and adaptability shape client trust. The research reveals that expertise builds credibility, while flexibility strengthens relationships.

A study in BMC Nursing finds that narcissistic leadership fuels workplace bullying, lowering nurses’ creativity and increasing their intention to quit.

A new study finds that when supervisors feel supported by their organizations, they build inclusive teams that boost employee confidence and initiative.

New research from Spain finds that business incubators boost entrepreneurs’ emotional intelligence—key to startup success and confidence.

A brain-imaging study reveals how guilt and age shape responses to deceptive sales pitches—showing older adults trust more, while younger ones feel guilt-driven.

Short-form videos on shopping apps can feel like a rabbit hole. You open the app to look for one thing, and an hour later, you have a cart full of items you never intended to buy. A new...