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).

marketing, selling, social aspects
ERIM Article Series (EAS)
European Journal of Marketing
Erasmus Research Institute of Management

Herché, J, Swenson, M.J, & Verbeke, W.J.M.I. (1996). Personal selling constructs and measures: Emic versus etic approaches to cross-national research. European Journal of Marketing, 83–97. Retrieved from http://hdl.handle.net/1765/12720