Salesperson Respectfulness

Name: Salesperson Respectfulness
Creator: Burchett, M. R., Murtha, B., & Kohli, A. K.
Published: 2023
License: https://psychometricscales.com/methodology.html

Perceived Patience, Consideration, and Respect Shown by a Salesperson

4 items 2023 α 0.94 to 0.98 across studies Free Burchett, M. R., Murtha, B., & Kohli, A. K.

What it measures

This scale measures how respectfully, patiently, and considerately a customer feels they were treated during an interaction with a salesperson. Burchett, Murtha, and Kohli (2023) developed the scale through a multi-phase dissertation process and used it across four studies to capture what they called primary selling.

Representative items

The salesperson was considerate of me during our interaction.
It seemed like the salesperson valued me.

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.

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