Social Influences

Business people shaking hands

In Sales, Confidence and Charisma May Not Seal the Deal

Think of a stereotypical salesperson and you’re likely to conjure up someone who’s extraverted, gregarious, and assertive. But a new study reveals that “ambiverts,” people who are neither introverted nor extraverted but who fall somewhere in between, tend to be the most effective salespeople. The study is published in Psychological More

Darby Saxbe

University of Southern California http://dornsife.usc.edu/nestlab What does your research focus on? I am fascinated by how social interconnections, particularly within families, shape our bodies and brains. For example, are spouses’ cortisol levels coordinated? How do early family environments influence youths’ neural and physiological reactivity? Dreaming up lab acronyms may be More