Costello Research Teams

Selling is inseparable from relationship management. In the past, the one-to-one "human touch" of a salesperson compensated for the standardized nature of their wares. However, today's sales environment tends towards customized solutions and co-creation with the client, especially in the B2B space. In many cases, these trends have greatly increased the network of stakeholders whom salespeople are obliged to keep happy. Research shows that B2B customers benefit from being more involved in the process, but what about the sales force? Does their increased interpersonal burden translate to higher risk of burnout? George Mason University School of Business Marketing Area Chair Jessica Hoppner's recently published paper in Industrial Marketing Management, co-authored by Paul Mills of Cleveland State University and David A. Griffith of Texas A&M University, finds some surprising answers.

Today's workforce might best be described in terms of tumult: Great Resignation, Great Retirement, Great Reshuffle, etc. In this "new normal," managers must learn to navigate a state of continual transition in their teams and organizations, while keeping up with day-to-day demands. Likewise, George Mason University School of Business Management Professors Sarah Wittman and Kevin Rockmann believe that it is time for scholars to change the way they think about role transitions to better align their theories with our increasingly uncertain world.

We’ve all become familiar with the pandemic-related reasons behind the upheaval in the labor market, as well as the standard-issue solutions like trying to infuse work with purpose or offering employees remote working. While these are practical suggestions, they have not restored stability to the workforce. It is our contention that any broad-brush advice for retaining employees in the current environment will be insufficient. Whether managers like it or not, employees will demand sensitivity and adjustment to their psychological needs as individuals.

Victoria Grady, associate professor of management and program director of the Masters of Science in Management at Mason, has a new book, Stuck: How to WIN at Work by Understanding LOSS, which is the result of years of research and writing with her co-author Patrick McCreesh, an adjunct management professor at Mason. Stuck plumbs an area of psychology known as attachment theory, first developed in the mid-20th century by John Bowlby, a British psychoanalyst.

Recent research from Heather Vough, associate professor of management at Mason, argues that gaffes have potential negative consequences that go far beyond an awkward or uncomfortable moment.

Women who join tech companies must find a way to navigate a toxic workplace. Mandy O’Neill's forthcoming paper in Organization Science, written with Natalya M. Alonso of Haskayne School of Business, documents the “sexist culture of joviality” among trainees at a Latin American site run by a major U.S. tech company.

“We all approach the world with knowledge that is infused by our own values,” says Matthew Cronin, co-author (with Laurie R. Weingart) of the research study Conflict Across Representational Gaps: Threats to and Opportunities for Improved Communication.