Researchers from University of Wyoming, University of Kentucky, and Georgia Institute of Technology published a new Journal of Marketing article that investigates how secondary selling can boost sales revenues and customer ...
Economics & Business
Dec 14, 2022
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Researchers from Oklahoma State University, University of Missouri, Iowa State University, and University of Georgia published a new paper in the Journal of Marketing that investigates the question of how salespeople should ...
Economics & Business
Jan 8, 2021
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Emotions are contagious. They are experienced by and affect the actions of both parties in buyer-seller exchanges. As a result, one emotion in particular, gratitude, elicits perceptions of an undeserved or unearned positive ...
Economics & Business
Sep 26, 2018
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Good news for novice salespeople worried about becoming successful: Expressing your gratitude to customers by going above and beyond your job description may be as effective as developing long-term relationships with them, ...
Economics & Business
Aug 22, 2017
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Consumers have negative reactions to flattery by salespeople, even if they think the compliments are sincere, according to a new study in the Journal of Consumer Research. But disliking a salesperson doesn't mean a customer ...
Social Sciences
Sep 10, 2013
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Devon Williams doesn't bother reading Best Buy's fliers for discounts this holiday season now that he depends on his smartphone to find those deals for him.
Business
Dec 6, 2012
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You can probably recall a customer service experience that left you feeling good. A recent study has shown not only that positive emotion from sales staff is contagious to a customer, but that a satisfied customer also improves ...
Social Sciences
Aug 31, 2012
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Some businesses say the consumer-review site Yelp isn't exactly what it claims to be: "Real People. Real Reviews." Instead, they say, Yelp manipulates how reviews appear to coerce businesses to advertise.
Business
Aug 9, 2012
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People respond to facial cues and this affects their level of trust, according to a new study in the Journal of Consumer Research that looks at the way consumers react to morphed photo images.
Social Sciences
May 16, 2012
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People who believe the world is a just place trust salespeople more than consumers who don't—but only after they've made a purchase, according to a new study in the Journal of Consumer Research.
Social Sciences
Apr 16, 2012
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