Salesperson Agreeableness Perception

Name: Salesperson Agreeableness Perception
Creator: Burchett, M. R., Murtha, B., & Kohli, A. K.
Published: 2023
License: https://psychometricscales.com/methodology.html

Perceived Agreeableness and Interpersonal Warmth of a Salesperson

6 items 2023 α 0.94 Free Burchett, M. R., Murtha, B., & Kohli, A. K.

What it measures

This scale measures how warm, forgiving, and easy-going a customer perceives a salesperson to be, drawing on the agreeableness dimension of personality. Burchett, Murtha, and Kohli (2023) used it to characterize customer perceptions of salespeople following a recent in-person interaction.

Representative items

ruthless / soft hearted
selfish / selfless

Citation

Burchett, Molly R., Brian Murtha, and Ajay K. Kohli (2023), "Secondary Selling: Beyond the Salesperson-Customer Dyad," Journal of Marketing, 87 (4), 575-600.

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