Salesperson Causal Attribution Scale – Unsuccessful Sales Call

What it measures

Measures five types of causal attributions a salesperson makes following an unsuccessful sales call (one in which a sale was not closed and no follow-up was scheduled). Each subdimension captures a distinct attribution type across the locus, stability, and controllability dimensions. 3 items per subdimension on a 6-point forced-choice Likert scale.

Representative items

• I didn't work hard enough. (Effort)
• I need to improve my skills to be successful. (Ability)
• This type of sales call is difficult for everyone. (Task)
• I picked the wrong strategy for this type of client. (Strategy)
• It was just bad luck. (Luck)

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.