Introduction to New JPSSM Section: "Scaling and Measurement"

Comer, James M.
September 1991
Journal of Personal Selling & Sales Management;Fall91, Vol. 11 Issue 4, Preceding p1
Academic Journal
This article presents information about a new section "Scaling and Measurement" of the "Journal of Personal Selling and Sales Management." The primary purpose of this section is to provide an authoritative centralized source for dissemination of information related to measurement and scaling issues germane to personal selling and sales management research. Many scales widely used by sales researchers are reviewed in other journals such as Psychological Bulletin. The results of these analyses are usually couched in terms of the interests of that journal's readers. Some of the conclusions of these analyses have direct implications for sales researchers. A manuscript that successfully integrates these results and resolves some conflicts could be a valuable addition to the sales literature. The Scaling and Measurement section will appear in each edition of the journal. The Spring 1992 issue will be the first regular appearance of the section. The Summer 1992 issue will contain an invited essay about the Scaling and Measurement project initiated at Southern Illinois University and its relevance to selling.


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