TY - JOUR
T1 - Analysis and recommendations for the alternative measures of adaptive selling
AU - Chakrabarty, Subhra
AU - Brown, Gene
AU - Widing, Robert E.
AU - Taylor, Ronald D.
PY - 2004
Y1 - 2004
N2 - 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.
AB - 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.
UR - https://www.scopus.com/pages/publications/14944384631
U2 - 10.1080/08853134.2004.10749024
DO - 10.1080/08853134.2004.10749024
M3 - Article
AN - SCOPUS:14944384631
SN - 0885-3134
VL - 24
SP - 125
EP - 133
JO - Journal of Personal Selling and Sales Management
JF - Journal of Personal Selling and Sales Management
IS - 2
ER -