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
0
11
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
0
4
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
0
2
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
0
5
The U.S. recession that began in December 2007 may have officially ended in June 2009, but in terms of job status, pay and retirement options, American workers are feeling its lingering negative impact, according to a new ...
Economics & Business
Sep 17, 2013
0
0
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
0
0
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
0
0
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
0
0
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
0
0
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
0
0
