A Psychometric Evaluation of the ADAPTS Scale: A Critique and Recommendations

Marks, Ronald; Vorhies, Douglas W.; Badovick, Gordon J.
September 1996
Journal of Personal Selling & Sales Management;Fall96, Vol. 16 Issue 4, p53
Academic Journal
This study outlines a method for improving the psychometric properties of the ADAPTS scale for measuring adaptive selling (Spiro and Weitz 1990). As originally presented, the ADAPTS scale suffered from a lack of unidimensionality. Subsequent research has demonstrated mixed results when using ADAPTS as a predictor of salesperson performance. Results from this study suggest that ADAPTS can be improved by addressing the unidimensionality issue. To do this, a series of confirmatory factor models are presented, resulting in a two-factor adaptive selling model. The two adaptive selling constructs, beliefs and behaviors,. are psychometrically evaluated, concluding with tests of the predictive validity of the two-factor model using self-reported performance as the exogenous latent variable.


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