Toward a Shortened Measure of Adaptive Selling

Robinson, Jr., Leroy; Marshall, Greg W.; Moncriof, William C.; Lassk, Felicia G.
March 2002
Journal of Personal Selling & Sales Management;Spring2002, Vol. 22 Issue 2, p111
Academic Journal
This study investigates the psychometric properties of the adaptive selling scale (ADAPTS) developed by Spiro and Weitz (1990). A multiple industry sample of 1042 salespeople is employed, which provides the ability to more fully explore the dimensions of adaptive selling within a diverse cross-section of sales situations. An assessment utilizing confirmatory factor analysis suggests a shortened version of the scale consisting of five items that represent four of the facets originally proposed by Spiro and Weitz (1990). Based on its psychometric properties and measurement efficiency for business applications, this scale (labeled ADAPTS-SV, for shortened version) is recommended for future applications where appropriate.


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