This scale measures how likely a customer buying one product is to also purchase additional products based on a salesperson's recommendation. Burchett, Murtha, and Kohli (2023) used it across two studies examining secondary selling beyond the salesperson-customer dyad.
Likelihood scale (specific point count not stated; likely 5-point)
Full scale items shown. Always cite the original source when using this scale in research.
Reliability was very high and identical across both studies (α = .97; Burchett, Murtha, and Kohli 2023, web appendix, p. 19). The authors created the scale based on a conceptual definition of cross-selling from earlier sales-management research rather than reusing an existing item set.
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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