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Testimonial

The Marketing Scales Handbook is indispensable in identifying how constructs have been measured and the support for a measure's validity and reliability. I have used it since the beginning as a resource in my doctoral seminar and as an aid to my own research. An electronic version will make it even more accessible to researchers in Marketing and affiliated fields.
Dr. Terry Childers
Iowa State University

interaction

Twenty-four items in six subscales use a nine-point response format to measure the degree to which a consumer perceives that a particular salesperson engaged in behaviors that reflected sincere concern for the customer´s needs rather than just trying to make a sale.

Three Likert-type items measure the degree to which a customer is satisfied with the interaction he or she has had with a particular salesperson.

This is an eight-item, five-point Likert-type scale measuring the number of times a customer indicates having been contacted by his/her agent in the previous two years. Crosby and Stephens (1987) used the scale with policy owners and asked them to respond with regard to their insurance agents.

This seven-item, five-point Likert-type scale measures the degree to which a customer perceived a salesperson to have been friendly and helpful. Williams and Spiro (1985) viewed this scale as measuring the interaction-oriented dimension of customer communication style, which stresses enjoyment and maintenance of personal relationships to the possible extent of ignoring the task at hand.