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.

Response format

Likert

Scale items

• NO CHANGE IN BEHAVIOR (α=.88):
• I would do the same thing.
• I will not change anything I did.
• I would do things pretty much the same.
• INCREASE EFFORT (α=.94):
• I would work harder at making the sale.
• I would put out greater effort.
• I will put in more time.
• CHANGE STRATEGY (α=.93):
• I will change the strategy that I use.
• I would use a different strategy with the client.
• I will try a different tactic with the client.
• SEEK ASSISTANCE (α=.96):
• I will get input from someone who may have had a similar experience.
• I will seek advice in how to deal with the situation.
• I would seek assistance in dealing with this situation.
• AVOID SITUATION (α=.93):
• I will stay away from situations like this one.
• I will avoid such situations in the future.
• I would avoid similar situations.

Full scale items shown. Always cite the original source when using this scale in research.

Usage notes & scoring

Subdimension alphas: No Change α=.88 (CR=.79, AVE=.56); Increase Effort α=.94 (CR=.90, AVE=.76); Change Strategy α=.93 (CR=.88, AVE=.70); Seek Assistance α=.96 (CR=.91, AVE=.77); Avoid Situation α=.93 (CR=.91, AVE=.78). All subscales meet α≥.80 threshold. Key nomological finding: effort attributions → increase effort; ability attributions → seek assistance; task difficulty attributions → avoidance; strategy attributions → change strategy. Companion success-context scale: SBIS-S (ID 1818).

Recommended companion scales

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.

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