Adaptive selling: ADAPTS

A 16-item ADAPTS scale was developed by Rosann L. Spiro and Barton A. Weitz in 1990 to measure the degree to which salespeople practice adaptive selling. A paper and pencil methods was used to assess the self-reports of 5 facets of adaptive selling which are

• Recognition that different sales approaches are needed for different customers,
• Confidence in ability to use a variety of approaches
• Confidence in ability to alter approach during an interaction
• Collection of information to facilitate adaptation and
• Actual use of different approaches

Authors

Rosann L. Spiro and Barton A. Weitz (1990)

Reliability and Validity:

• The mean response for the scale (sum divided by number of items) is 5.51
• The standard deviation is .66 and
• The Cronbach alpha is .85
• Nomological Validity was made and simple correlation between ADAPTS and the measures of intrinsic motivation, personality, experience, performance and management style was made.

Obtaining the CATH:

Indiana University and the University of Florida