Adaptive Selling: Conceptualization, Measurement, and Nomological Validity
Journal of Marketing ResearchPublished 1 February 1990
Rosann L. Spiro, Barton A. Weitz
Citations872
SJR quartileQ1
SJR score6.96
SNIP2.42
Generate an AI Snapshot to get a quick, structured summary of this paper.
Study Snapshot
ObjectiveStudy objective
MethodsResearch methodology
PopulationPopulation studied
Sample sizeSample sizes
OutcomesStudy outcomes here
ResultsStudy results comes here
LimitationsResearch study limitations comes here
A concise AI-generated summary of the paper will appear here once you click Generate AI Snapshot.
Abstract
Your use of the JSTOR archive indicates your acceptance of JSTOR's Terms and Conditions of Use, available at
Keywords
Social SciencesBusiness, Management and Accounting
Journal of Personality and Social PsychologyMeasuring individual differences in empathy: Evidence for a multidimensional approach.
9,585 Citations1983Mark H. Davis
Journal of Consulting and Clinical PsychologyThe measurement of psychological androgyny.
8,529 Citations1974Sandra L. Bem
A new sex-role inventory is described that treats masculinity and femininity as two independent dimensions, thereby making it possible to characterize a person as masculine, feminine, or "androgynous" as a function of the difference between his or her endorsement of masculine and feminine personality characteristics.
Journal of Consulting and Clinical PsychologyDevelopment of an empathy scale.
1,460 Citations1969Robert Hogan
This paper discusses the development of a 64-item self-report measure of empathy, constructed by comparing the responses of groups with high- and low-rated empathy, using the combined MMPI-CPI item pool.
Journal of Marketing ResearchThe Determinants of Salesperson Performance: A Meta-Analysis
1,193 Citations1985Gilbert A. Churchill, Neil M. Ford +2 more
Journal of Personality and Social PsychologyRevision of the Self-Monitoring Scale.
1,151 Citations1984Richard D. Lennox, Raymond N. Wolfe
A 13-item Revised Self-Monitoring scale is presented which measures only sensitivity to the expressive behavior of others and ability to modify self-presentation, and a 20-item Concern for Appropriateness scale is described which measures 2 variables that are directly associated with social anxiety.
Journal of MarketingKnowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness
1,007 Citations1986Barton A. Weitz, Harish Sujan +1 more
Journal of MarketingEffectiveness in Sales Interactions: A Contingency Framework
648 Citations1981Barton A. Weitz
Journal of Business ResearchMeasuring the performance of industrial salespersons
643 Citations1982Douglas N. Behrman, William D. Perreault
Journal of Personality and Social PsychologySphere-specific measures of perceived control.
508 Citations1983Delroy L. Paulhus
Journal of Marketing ResearchRelationship between Salesperson Performance and Understanding of Customer Decision Making
323 Citations1978Barton A. Weitz
Journal of Personality and Social PsychologyFunctional flexibility: A new conception of interpersonal flexibility.
219 Citations1988Delroy L. Paulhus, Carol Lynn Martin
Personal Styles & Effective Performance
175 Citations1981David W. Merrill, Roger H. Reid
The Journal of BusinessInfluence Use by Industrial Salesmen: Influence-Strategy Mixes and Situational Determinants
127 Citations1979Rosann L. Spiro, William D. Perreault
Journal of Research in PersonalityFurther evidence on androgyny and interpersonal flexibility
99 Citations1981Jerry S. Wiggins, Ana Holzmuller
Industrial Marketing ManagementThe personal selling process: A critical review and model
70 Citations1976Rosann L. Spiro, William D. Perreault +1 more