Personal selling constructs and measures: Emic versus etic approaches to cross-national research
January 1996
Article
pp 83-97.
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Evaluates transportability of personal selling measures across cultural boundaries. Concept of measurement development; Emic and etic approaches to developing measures for cross-cultural applications; Cross-national dimensionality, reliability and construct validity of adaptive selling (ADAPTS) and customer-oriented selling (SOCO).
Keywords
Automatically Extracted Terms
- measure
- research
- marketing
- scale
- sample
- culture
- marketing research
- measurement
- salespeople
- validity
- weitz
- factor
- approach
- characteristic
- netherland
- management
- customer
- country
- theory
- study
