Salesperson Care for Company Property

What it measures

This scale measures how respectfully and carefully a customer believes a salesperson handled their employer's equipment and property during an interaction. Burchett, Murtha, and Kohli (2023) developed the measure through a multi-phase dissertation-based process for a study of secondary selling behaviors.

Response format

5-point scale (Strongly disagree (1) to Strongly agree (5))

Scale items

• The salesperson handled his/her company's equipment with care.
• I thought the salesperson treated his/her company's equipment as if it were his/her own.
• The salesperson was respectful of his/her company's property.
• I felt like the salesperson was considerate of his/her company's property.

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

Usage notes & scoring

Reliability was excellent across three studies (α = .94, .93, and .98; Burchett, Murtha, and Kohli 2023, p. 588; Web Appendix, pp. 14, 19). Confirmatory factor analyses supported the scale's unidimensionality and discriminant validity, and its use as a successful manipulation check in a further study offers preliminary evidence of predictive validity.

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.

Keywords

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