Analysis and recommendations for the alternative measures of adaptive selling

Subhra Chakrabarty, Gene Brown, Robert E. Widing, Ronald D. Taylor

Research output: Contribution to journalArticlepeer-review

20 Citations (Scopus)

Abstract

Research on the measurement of adaptive selling has yielded three scales, including the original 16-item ADAPTS scale developed by Spiro and Weitz (SW; 1990) and two others that have drawn upon it. Marks, Vorhies, and Badovick (MVB) proposed an 11-item, 2-factor model, which was composed of both beliefs and behaviors (1996). Robinson, Marshall, Moncrief, and Lassk (RMML; 2002) proposed a short-version, single-factor model named ADAPTS-SV. Based on an item-sort by an expert judging panel and data from a national random sample of industrial salespersons, we recommend ADAPTS-SV (RMML) for a multifaceted measure of adaptive selling. If a behavior-only scale is desired, we recommend a scale drawn from the original Spiro and Weitz behavioral facet.

Original languageEnglish
Pages (from-to)125-133
Number of pages9
JournalJournal of Personal Selling and Sales Management
Volume24
Issue number2
DOIs
Publication statusPublished - 2004

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