Cross-Buying Likelihood

Name: Cross-Buying Likelihood
Creator: Burchett, M. R., Murtha, B., & Kohli, A. K.
Published: 2023
License: https://psychometricscales.com/methodology.html

Likelihood of Buying Additional Products Based on a Salesperson's Recommendation

3 items 2023 α 0.97 (both Studies 3a and 3b) Free Burchett, M. R., Murtha, B., & Kohli, A. K.

What it measures

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.

Scale items

Purchase an additional product from this salesperson?
Buy extra products the salesperson recommends?
Adopt the salesperson's recommendations for additional products?

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.

View & search this scale interactively →

Free access to 2372+ psychometric scales at PsychScales