A Psychometric Assessment of a Measure of Sales Representatives’ Power Perceptions
Journal of Marketing ResearchPublished 1 May 1984
James M. Comer
Citations32
SJR quartileQ1
SJR score6.96
SNIP2.42
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Abstract
Using Busch's single-item power scales as a point of reference, the author examines the quality of Holzbach's multi-item attributed power index. The Holzbach scale is found to represent an improvement in the measurement of power base utilization in sales manager–sales representative relationships.
Keywords
PsychologyDecision SciencesBusiness, Management and Accounting
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