Salesperson Behavioral Intention Scale – Successful Sales Call

What it measures

Measures five types of behavioral intentions a salesperson plans to enact in future similar calls following a successful sales experience. Covers intentions to make no changes, increase effort, change strategy, seek assistance, or avoid the situation. 3 items per subdimension on a 6-point forced-choice Likert scale.

Representative items

• I would do the same thing. (No Change)
• I will work much harder. (Increase Effort)
• I will change the strategy that I use. (Change Strategy)
• I will seek advice in how to deal with the situation. (Seek Assistance)
• I will avoid such situations in the future. (Avoid)

Citation

Dixon, A.L., Spiro, R.L. & Jamil, M. (2001). Successful and unsuccessful sales calls: Measuring salesperson attributions and behavioral intentions. Journal of Marketing, 65(3), 64–78.