Salesperson Behavioral Intention Scale – Unsuccessful Sales Call

What it measures

Measures five types of behavioral intentions a salesperson plans to enact in a future similar selling encounter following an unsuccessful sales experience. 3 items per subdimension on a 6-point forced-choice Likert scale. All five subdimensions meet the α≥.80 reliability threshold.

Representative items

• I would do the same thing. (No Change)
• I would work harder at making the sale. (Increase Effort)
• I will change the strategy that I use. (Change Strategy)
• I will get input from someone who may have had a similar experience. (Seek Assistance)
• I will stay away from situations like this one. (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.