The DOI matches its Crossref record; 5 of the 5 references it cites were found in a registry or an index.
Adaptive Selling: Conceptualization, Measurement, and Nomological Validity
Abstract
A 16-item scale is developed to measure the degree to which salespeople practice adaptive selling—the degree to which they alter their sales presentation across and during customer interactions in response to the perceived nature of the sales situation. This paper-and-pencil scale assesses self-reports of five facets of adaptive selling: (1) recognition that different sales approaches are needed for different customers, (2) confidence in ability to use a variety of approaches, (3) confidence in ability to alter approach during an interaction, (4) collection of information to facilitate adaptation, and (5) actual use of different approaches. The reliability of the scale is .85. Support for the nomological validity of the scale is found by failure to disconfirm relationships with an antecedent (intrinsic motivation), several general personality measures of interpersonal flexibility (self-monitoring, empathy, locus of control, and androgyny), and a consequence (self-reported performance).
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Cites
Generalized expectancies for internal versus external control of reinforcement.
Rotter, J. B. (1966) · Psychological Monographs: General and Applied · doi:10.1037/h0092976 · Cited by 21,937
Measuring individual differences in empathy: Evidence for a multidimensional approach.
Davis, M. H. (1983) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.44.1.113 · Cited by 10,272
The measurement of psychological androgyny
Bem, S. L. (1974) · Journal of Consulting and Clinical Psychology · doi:10.1037/h0036215 · Cited by 8,522
Functional flexibility: A new conception of interpersonal flexibility.
Paulhus, D. L., & Martin, C. L. (1988) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.55.1.88 · Cited by 223
Johnson, J. A., Cheek, J. M., & Smither, R. (1983) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.45.6.1299 · Cited by 161
Cited by
The Management of Customer-Contact Service Employees: An Empirical Investigation
Hartline, M. D., & Ferrell, O. C. (1996) · Journal of Marketing · doi:10.1177/002224299606000406 · Cited by 1,920
Adaptability in the workplace: Development of a taxonomy of adaptive performance.
Pulakos, E. D., Arad, S., Donovan, M. A., & Plamondon, K. E. (2000) · Journal of Applied Psychology · doi:10.1037//0021-9010.85.4.612 · Cited by 1,891
Ahearne, M., Mathieu, J., & Rapp, A. (2005) · Journal of Applied Psychology · doi:10.1037/0021-9010.90.5.945 · Cited by 1,254
Terho, H., Haas, A., Eggert, A., & Ulaga, W. (2012) · Industrial Marketing Management · doi:10.1016/j.indmarman.2011.11.011 · Cited by 326
Adaptive Performance: A New Scale to Measure Individual Performance in Organizations
Charbonnier‐Voirin, A., & Roussel, P. (2012) · Canadian Journal of Administrative Sciences / Revue Canadienne des Sciences de l'Administration · doi:10.1002/cjas.232 · Cited by 304
Metadata
- Authors
- Spiro, R. L., & Weitz, B. A.
- Venue
- Journal of Marketing Research
- Publisher
- SAGE Publications
- Published
- 1990-02
- Volume
- 27
- Issue
- 1
- Pages
- 61-69
- ISSN
- 0022-2437 (ISSN-L)
- 1547-7193
- OpenAlex
- W4246276146
- Cited by
- 520
- References
- 5
- FWCI
- 1.63
- Type
- journal article
- Language
- en
- Open access
- closed
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