Research on the measurement of adaptive selling has yielded three scales, including the original 16-item ADAPTS scale developed by Spiro and Weitz (SW; 1990) and two others that have drawn upon it. Marks, Vorhies, and Badovick (MVB) proposed an 11-item, 2-factor model, which was composed of both beliefs and behaviors (1996). Robinson, Marshall, Moncrief, and Lassk (RMML; 2002) proposed a short-version, single-factor model named ADAPTS-SV. Based on an item-sort by an expert judging panel and data from a national random sample of industrial salespersons, we recommend ADAPTS-SV (RMML) for a multifaceted measure of adaptive selling. If a behavior-only scale is desired, we recommend a scale drawn from the original Spiro and Weitz behavioral facet.
No takes yet. Share an insight, caveat, or question.
Chakrabarty et al. (2004) studied this question.
Synapse has enriched 5 closely related papers on similar clinical questions. Consider them for comparative context: