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- 1. Selling Happiness
- New research reveals a missed opportunity.
- 2. Surrender or Adapt
- Researcher suggests adapting to technological realities.
- 3. Customer Service Failure
- New findings help customer service employees keep control.
- 4. Collecting Stories
- New research illuminates the transformation of consumer products into necessities.
- 5. Flattery Will Get You . . .
- New research discovers a cure for the ingratiator's dilemma.
- 6. To Buy or Not to Buy
- New research explores the influence of self-view on purchasing decisions.
- 7. The Right Pitch
- Research reveals a common retailing mistake when customers are feeling a loss of control.
- 8. Closing, Closing, and Closing
- Research offers new guidance for an old sales technique.
- 9. Selling Skill-based Products
- New research offers guidelines for sellers of skill-based products.
- 10. Do I Have Your Attention?
- Research offers advice for business owners.
- 11. Solving a Gift-Giving Dilemma
- New research offers a solution to a common customer problem.
- 12. Customer Sabotage
- New research explores the causes of customer sabotage by service employees.
- 13. Change Your Mind, Please!
- New findings in preference reversal research.
- 14. The Persuasiveness of Uncertainty
- In three experiments, Karmarkar studied three elements of a typical consumer persuasive message.
- 15. The Language of Buyers
- New research examines the effect of correct product framing.
- 16. The Persuasive Role of Mimicry
- Researchers discover a surprising potency in a simple action.
- 17. The Tightwad Scale
- Researcher explores tightwads, spendthrifts, ways to identify them, and ways to modify their behavior.
- 18. Turning up the Heat
- New research reveals what happens when we increase job stress.
- 19. The Perfect Predictor
- Researcher explores the limits of attention blocking.
- 20. Getting in the Way
- Researcher explores client sexual harassment.
- 21. Selling With Stories
- New Research explores the use of self-referencing within the context of stories.
- 22. Restoring Trust
- New research offers guidance to business owners who have lost the trust of their customers.
- 23. No Shirt, No Shoes, No Fat People
- Research reveals a way to overcome a triggering mechanism for the expression of prejudice.
- 24. Purchasing and Self Identity
- New research reveals important connections between purchasing behavior and managing one’s self-identity.
- 25. Loyal Customers
- New research explores identification as a basis for loyalty and makes a provocative claim.
- 26. In the Aid of Empathy
- Researcher explores customer emotions as they make purchases.
What he learned will help salespeople be more empathetic.
- 27. The Pain of Deciding
- Research reveals feelings aroused by the act of deciding and explores their impact.
- 28. Unconscious Mind Sets
- Research reveals new understandings of how we make decisions.
- 29. The Contribution of Social Regard
- Research reveals a contribution to customer satisfaction that can exceed the core service.
- 30. Goal Priming Works!
- New research in customer psychology reveals ways to be more persuasive.
- 31. Variety for Sale = Mass Confusion
- A marketing strategy with a flaw and a research study that reveals how to correct it.
- 32. Predicting Sales Performance
- Research examines 129 studies searching for patterns that predict sales success.
- 33. Culture Clash
- An analysis of cultural traits explains differences in conflict resolution strategies.
- 34. Making it Simple
- Research highlights the need to help people translate intentions into actions.
- 35. The Status Quo Bias
- Research explores the status quo bias and reveals a way to overcome it.
- 36. Just-Because Gifts
- Researcher explores gift-giving and finds new markets retailers can explore.
- 37. Effective Customer Service
- New research identifies crucial factors in establishing effective customer relationships.
- 38. How Long Should You Give Them?
- Researchers study demonstration periods and discover a way to calculate the optimum length for any product.
- 39. Managing Customer Complaints
- Researchers discover new connections between dissatisfaction and complaining.
- 40. Emphasizing the Negative
- Research demonstrates new principles of group decision making that will change persuasion tactics.
- 41. Mothers in Need
- An in-depth examination of working mothers reveals insights that should help us design products to meet their needs.
- 42. Prized Possessions
- Researchers learn why people form attachments to possessions.
- 43. Guilt Ads
- Researches explore the effect of guilt ads on attitudes and purchase intentions
- 44. Satisfied Business Customers
- Research reveals practices to follow and practices to avoid to enhance the satisfaction of business customers.
- 45. The Dirty House Problem
- New research reveals a striking improvement in certain judgments if they are delayed.
- 46. Marketplace Injustice
- Improved understanding of repeat purchasing offers new ways to protect markets and increase sales.
- 47. Lessons from the Midville Farmers' Market
- A field study discovers powerful drivers for retail purchasing behavior.
- 48. Customer Response to Touch
- Amazing reactions to touch offer new ways to influence decisions.
- 49. A New Buying Motive
- Self-giving reveals itself to be a buying motive for some customers.
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