... While research on humor as a communication technique for sellers has increased lately, to the best of the authors’ knowledge this research is the first to examine the effects of the distinct types of aggressive and constructive humor and to provide empirical evidence for the different effects...

...Laurent Bompar; Renaud Lunardo; Camille Saintives Purpose While humor is known to help relational outcomes, its usefulness for sellers to build strong relationships with their business partners and achieve performance remain unknown. Specifically, humor styles (constructive versus offensive...