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Handbook of Marketing Scales

by: Bearden, William O.; Netemeyer, Richard G.

Handbook of Marketing Scales

by: Bearden, William O.; Netemeyer, Richard G.

ISBN 13:
9780761910008
ISBN 10:
076191000X
Edition: 2nd
Format: Hardcover
Copyright: 12/01/1998
Publisher: Sage Pubns
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Summary

'Marketing scholars and marketing research practitioners will find this book useful. It offers an excellent sourcebook for a variety of scales, and the reviews of the scales are thoughtful and well crafted. The book includes many of the most widely used scales in the field. Its relatively modest price will also make it particularly attractive' - Journal of Marketing ResearchThis Second Edition of the highly successful Handbook of Marketing Scales is an essential, time-saving resource for all marketing professionals, researchers, and graduate students. After an exhaustive search of the field's major publications, they have included only those measures of most use to researchers.

Preface

xiv

Chapter One: Introduction

(9)

Background

(1)

Criteria for Measure Selection

(1)

Search Procedures

(1)

Format of the Book and Presentation of Measures

(1)

Caveats and Cautions

(1)

Evaluation of Measures

(7)

Chapter Two: Traits and Individual Difference Variables

(105)

Scales Related to Interpersonal Orientation, Needs/Preferences, and Self-Concept

(40)

Inner-Other Directedness: Social Preference Scale (Kassarjian 1962)

(5)

Interpersonal Orientation: CAD Scale (Cohen 1967)

(3)

Need for Cognition: NFC (Cacioppo and Petty 1982)

(3)

Need for Emotion: NFE (Raman, Chattopadhyay, and Hoyer 1995)

(2)

Need to Evaluate Scale: NES (Jarvis and Petty 1996)

(2)

Need for Precision: NFP (Viswanathan 1997)

(2)

Preference for Consistency: PFC (Cialdini, Trost, and Newsom 1995)

(2)

Preference for Numerical Information: PNI (Viswanathan 1993)

(2)

Rational-Experiential Inventory: REI (Epstein, Pacini, Denes-Raj, and Heier 1996)

(3)

Romanticism-Classicism: RC Index (Holbrook and Olney 1995)

(3)

Self-Actualization--Consumer Self-Actualization Test: CSAT (Brooker 1975)

(3)

Self-Concept Clarity: SCC (Campbell, Trapnell, Heine, Katz, Lavallee, and Lehman 1996)

(2)

Self-Concepts, Person Concepts, and Product Concepts (Malhotra 1981)

(2)

Self-Schema Separateness-Connectedness: SC (Wang and Mowen 1997)

(2)

The Sexual Identity Scale: SIS (Stern, Barak, and Gould 1987)

(2)

Vanity: Trait Aspects of Vanity (Netemeyer, Burton, and Lichtenstein 1995)

(2)

Scales Related to Consumer Compulsiveness and Impulsiveness

(10)

Compulsive Buying Scale (Valence, d'Astous, and Fortier 1988)

(2)

Compulsive Consumption: A Diagnostic Tool/Clinical Screener for Classifying Compulsive Consumers (Faber and O'Guinn 1989, 1992)

(3)

Impulsiveness: Buying Impulsiveness Scale (Rook and Fisher 1995)

(2)

Impulsiveness: Impulse Buying Tendency (Weun, Jones, and Beatty 1997)

(1)

Impulsiveness-Consumer Impulsiveness Scale: CIS (Puri 1996)

(2)

Scales Related to Country Image and Affiliation

(11)

Country Image Scale (Martin and Eroglu 1993)

(2)

Country-of-Origin Scale (Pisharodi and Parameswaran 1992; Parameswaran and Pisharodi 1994)

(4)

Ethnocentrism-Consumer Ethnocentrism: CETSCALE (Shimp and Sharma 1987)

(3)

Hispanicness: An Index to Measure "Hispanicness" (Valencia 1985)

(2)

Scales Related to Consumer Opinion Leadership and Opinion Seeking

(13)

Expertise: Consumer Expertise (Kleiser and Mantel 1994)

(2)

Fashion Leadership (Goldsmith, Freiden, and Kilsheimer 1993)

(2)

Market Maven: Propensity to Provide Marketplace and Shopping Information (Feick and Price 1987)

(2)

Opinion Leadership (King and Summers 1970; Childers 1986)

(4)

Opinion Leadership and Information Seeking (Reynolds and Darden 1971)

(1)

Opinion Leaders and Opinion Seekers: OL and OS (Flynn, Goldsmith, and Eastman 1996)

(2)

Scales Related to Innovativeness

(18)

Cognitive and Sensory Innovativeness (Venkatraman and Price 1990)

(2)

Domain-Specific Innovativeness: DSI (Goldsmith and Hofacker 1991)

(2)

Innovativeness: Consumer Innovativeness (Manning, Bearden, and Madden 1995)

(2)

Innovativeness: Openness of Information Processing (Leavitt and Walton 1975, 1988)

(4)

Innovativeness Factors: Factor Analyses of Leavitt and Walton's Items (Craig and Ginter 1975)

(2)

Innovativeness: Use Innovativeness (Price and Ridgway 1983)

(4)

Uniqueness: Desire for Unique Consumer Products: DUCP (Lynn and Harris 1997)

100

(2)

Scales Related to Consumer Social Influence

102

(13)

Attention to Social Comparison Information: ATSCI (Lennox and Wolfe 1984)

102

(2)

Interpersonal Influence: Consumer Susceptibility to Interpersonal Influence (Bearden, Netemeyer, and Teel 1989)

104

(3)

Reference Group Influence: Consumer Susceptibility to Reference Group Influence (Park and Lessig 1977)

107

(3)

Self-Monitoring Scale (Snyder 1974)

110

(3)

Self-Monitoring Scale: Revised Form (Lennox and Wolfe 1984)

113

(2)

Chapter Three: Values

115

(58)

General Values

115

(12)

List of Values: LOV (Kahle 1983)

115

(3)

Multi-Item Measures of Values: MILOV (Herche 1994)

118

(3)

The Rokeach Value Survey: RVS (Rokeach 1968, 1973)

121

(5)

Appendix to General Values

126

(1)

Values Related to Environmentalism and Socially Responsible Consumption

127

(20)

Drinking and Driving: Motivational Tendencies to Drink and Drive: MTDD (Lastovicka, Murray, Joachimsthaler, Bhalla, and Scheurich 1987)

127

(2)

Environmentally Responsible Consumers: ECOSCALE (Stone, Barnes, and Montgomery 1995)

129

(3)

Health Consciousness Scale: HCS (Gould 1988)

132

(2)

Leisure: Subjective Leisure Scales: SLS (Unger and Kernan 1983)

134

(3)

Social Issues: Anxiety With Social Issues (Sego and Stout 1994)

137

(2)

Socially Responsible Consumption Behavior: SRCB (Antil and Bennett 1979; Antil 1984)

139

(3)

Voluntary Simplicity Scale: VSS (Leonard-Barton 1981; Cowles and Crosby 1986)

142

(5)

Values Related to Materialism and Possessions/Objects

147

(26)

Belief in Material Growth Scale: BIMG (Tashchian, Slama, and Tashchian 1984)

147

(2)

Materialism Measure (Richins 1987)

149

(2)

Materialism--Post Materialism Scale (Inglehart 1981)

151

(2)

Materialism Scales (Belk 1984, 1985)

153

(4)

Materialistic Attitudes: MMA (Moschis and Churchill 1978)

157

(1)

Material Values (Richins and Dawson 1992)

158

(3)

Nostalgia Scale (Holbrook 1993)

161

(2)

Objects Incorporated Into the "Extended Self" Scale (Sivadas and Machleit 1994)

163

(2)

Possessions: Attachment to Possessions (Ball and Tasaki 1992)

165

(2)

Possession Satisfaction Index: PSI (Scott and Lundstrom 1990)

167

(2)

Appendix to Materialism and Possessions/Objects: Money Attitude Scale: MAS (Yamauchi and Templer 1982)

169

(2)

Subjective Discretionary Income Scale: SDI (O'Guinn and Wells 1989)

171

(2)

Chapter Four: Involvement, Information Processing, and Price Perceptions

173

(104)

Involvement With a Specific Class of Products

173

(5)

Automobile Involvement: IPCA (Bloch 1981)

173

(3)

Fashion Involvement Index: FII; Fashion Involvement Factor: FIF (Tigert, Ring, and King 1976)

176

(2)

Involvement General to Several Product Classes

178

(26)

Components of Involvement: CP (Lastovicka and Gardner 1979)

178

(2)

Consumer Involvement Profiles: CIP (Laurent and Kapferer 1985)

180

(5)

Enduring Involvement Index (Bloch, Sherrell, and Ridgway 1986)

185

(2)

Foote, Cone, and Belding Involvement Subscale: FCBI (Ratchford 1987; Vaughn 1986)

187

(2)

General Scale to Measure Involvement With Products: GSMI (Traylor and Joseph 1984)

189

(2)

New Involvement Profile: NIP (Jain and Srinivasan 1990)

191

(2)

Personal Involvement Inventory: PII (Zaichkowsky 1985)

193

(3)

Revised Versions of Zaichkowsky's PII Enduring Involvement Scale: EIS (Higie and Feick 1988)

196

(2)

PII for Advertising: PIIA (Zaichkowsky 1990)

198

(2)

RPII and OPII (McQuarrie and Munson 1986)

200

(2)

Revised RPII: RRPII (McQuarrie and Munson 1991)

202

(2)

Purchasing Involvement

204

(8)

Purchase Decision Involvement: PDI (Mittal 1989)

204

(2)

Purchasing Involvement: PI (Slama and Tashchian 1985)

206

(3)

Appendix to Involvement: Comparing Four Modified Involvement Scales (Mittal 1995)

209

(3)

Scales Related to Information Processing

212

(65)

Optimal Stimulation Measures Arousal Seeking Tendency: AST (Mehrabian and Russell 1974)

212

(4)

Change Seeking Index: CSI Short Form (Steenkamp and Baumgartner 1994)

216

(2)

Exploratory Buying Behavior Tendencies: EBBT (Baumgartner and Steenkamp 1996)

218

(3)

Exploratory Tendencies in Consumer Behavior Scales: ETCBS (Raju 1980)

221

(3)

Sensation Seeking Scale (Form V): SS (Zuckerman 1979)

224

(5)

Appendix to Optimum Stimulation Level: Reviewing/Integrating Four OSL Measures (Steenkamp and Baumgartner 1992)

229

(1)

Scales Related to Consumer Responses/Styles in the Marketplace Brand Parity: Perceived Brand Parity (Muncy 1996)

230

(2)

Brand Personality (Aaker 1997)

232

(2)

Brand Trust: Perceived Brand Trust (Hess 1995)

234

(2)

Emotions: Consumption Emotions Set: CES (Richins 1997)

236

(3)

Emotions: Dimensions of Emotions: PAD (Mehrabian and Russell 1974)

239

(3)

Hedonic and Utilitarian Consumer Attitudes (Batra and Ahtola 1991)

242

(2)

Hedonic and Utilitarian Consumer Attitudes (Spangenberg, Voss, and Crowley 1997)

244

(2)

Hedonic and Utilitarian Shopping Values (Babin, Darden, and Griffin 1994)

246

(2)

Local Retailer Shopping Loyalty (Hozier and Stem 1985)

248

(2)

Mood Short Form: MSF (Peterson and Sauber 1983)

250

(2)

Retail Crowding: Perceptions of Retail Crowding (Machleit, Kellaris, and Eroglu 1994)

252

(2)

Retail Store Image--Consumer Retail Store Image: CIRS (Dickson and Albaum 1977)

254

(2)

Retail Store Image: SIS (Manolis, Keep, Joyce, and Lambert 1994)

256

(2)

Shopping Styles: Consumer Styles Inventory: CSI (Sproles and Kendall 1986; Sproles and Sproles 1990)

258

(3)

Style of Processing Scale: SOP (Childers, Houston, and Heckler 1985)

261

(2)

Scales Related to Time Usage and Household Roles Polychronic Attitude Index: PAI (Kaufman, Lane, and Lindquist 1991)

263

(1)

Role Overload of the Wife (Reilly 1982)

264

(2)

Spousal Conflict Arousal Scale: SCAS (Seymour and Lessne 1984)

266

(3)

Appendix: Spousal Conflict Arousal Scale

269

(1)

Time Orientation (Amyx and Mowen 1995)

270

(1)

Scales Related to Pricing Perceptions Price Perception Scales (Lichtenstein, Ridgway, and Netemeyer 1993)

271

(4)

Value Consciousness and Coupon Proneness: VC and CP (Lichtenstein, Netemeyer, and Burton 1990)

275

(2)

Chapter Five: Reactions to Advertising Stimuli

277

(38)

Measures Related to Ad Emotions and Ad Content

277

(24)

Emotional Profile--Standardized Emotional Profile: SEP (Holbrook and Batra 1987b)

277

(3)

Emotional Quotient Scale (EQ) and Reaction Profile (Wells 1964a)

280

(3)

Feelings Toward Ads (Edell and Burke 1987)

283

(3)

Informational and Transformational Ad Content (Puto and Wells 1984)

286

(3)

Judgment of Ads-Viewer Judgment of Ads: The Persuasive Disclosure Inventory (PDI) (Feltham 1994)

289

(2)

Reaction Profile: Leavitt's Reaction Profile (Leavitt 1970)

291

(3)

Relevance, Confusion, and Entertainment (Lastovicka 1983)

294

(2)

Response Profile-Viewer Response Profile: VRP (Schlinger 1979)

296

(3)

Sexual Embeds in Advertising: VASE Scales (Widing, Hoverstad, Coulter, and Brown 1991)

299

(2)

Measures Related to Ad Believability/Credibility

301

(8)

Expertise, Trustworthiness, and Attractiveness of Celebrity Endorsers (Ohanian 1990)

301

(2)

Public Opinion Toward Advertising (Pollay and Mittal 1993)

303

(2)

Skepticism Toward Advertising (Obermiller and Spangenberg 1998)

305

(2)

TV Advertising Believability Scale (Beltramini 1982)

307

(2)

Measures Related to Children's Advertising

309

(6)

Preschool Nonverbal (Brand) Attitude Scale: PAS (Macklin and Machleit 1990)

309

(3)

TV Ads: Children's Attitudes Toward TV Commercials (Rossiter 1977)

312

(3)

Chapter Six: Attitudes About the Performance of Business Firms, Satisfaction and Post-Purchase Behavior, Social Agencies, and the Marketplace

315

(82)

Consumer Attitudes Toward Business Practices and Marketing

315

(32)

Consumer Attitudes Toward Marketing and Consumerism (Barksdale and Darden 1972)

315

(4)

Consumerism: Attitudes of Consumers/Business People Toward Consumerism (Klein 1982)

319

(3)

Satisfaction With Social Services (Reid and Gundlach 1984)

322

(3)

Sentiment: The Index of Consumer Sentiment Toward Marketing (Gaski and Etzel 1986)

325

(2)

Service Quality: SERVQUAL (Parasuraman, Zeithaml, and Berry 1986, 1988)

327

(4)

Service Quality of Retail Stores (Dabholkar, Thorpe, and Rentz 1996)

331

(3)

Service Quality: Physical Distribution Service Quality (Beinstock, Mentzer, and Bird 1997)

334

(3)

Appendix to SERVQUAL: Review and Sources of SERVQUAL Use

337

(2)

Social Responsibility Scale for Marketing Personnel (Peters 1972)

339

(3)

Social Role of Corporations: Attitudes Toward the Social Role of Corporations (Williams 1982)

342

(2)

Welfare: Public Attitudes Regarding Welfare Programs: The Acceptance of Welfare Scale (Ahmed and Jackson 1979)

344

(3)

Scales Related to Post-Purchase Behavior: Consumer Discontent

347

(15)

Alienation: Consumer Alienation From the Marketplace (Pruden, Shuptrine, and Longman 1974)

347

(2)

Alienation: Consumer Alienation From the Marketplace (Allison 1978)

349

(3)

Assertiveness, Aggressiveness, and Complaining Behavior (Fornell and Westbrook 1979)

352

(3)

Assertiveness and Aggressiveness (Richins 1983)

355

(3)

Discontent: Consumer Discontent Scale (Lundstrom and Lamont 1976)

358

(4)

Business Ethics

362

(9)

Ethical Behavior in Research Organizations (Ferrell and Skinner 1988)

362

(2)

Ethics: Improving Evaluations of Business Ethics (Reidenbach and Robin 1990)

364

(2)

Ethics: Corporate Ethics Scale: CEP (Hunt, Wood, and Chonko 1989)

366

(1)

Ethics: Marketing Norms Ethics Scale (Vitell, Rallapalli, and Singhapakdi 1993)

367

(2)

Unethical Behavior: Buyers' Perceptions of Unethical Sales Behavior (Lagace, Ingram, and Boorom 1994)

369

(2)

Business Attitudes Toward the Marketplace

371

(26)

Conservatism: Management Conservatism (Sturdivant, Ginter, and Sawyer 1985)

371

(3)

Culture: Marketing Culture (Webster 1993)

374

(3)

Culture: Organizational Culture (Deshpande, Farley, and Webster 1993)

377

(3)

Customer Orientation (Deshpande, Farley, and Webster 1993)

380

(2)

Excellence in Business: EXCEL (Sharma, Netemeyer, and Mahajan 1990)

382

(2)

Market Orientation (Narver and Slater 1990)

384

(3)

Market Orientation: MARKOR (Kohli, Jaworski, and Kumar 1993)

387

(3)

Market Orientation: Summary Scale (Deshpande and Farley 1996)

390

(2)

Marketing Research: Use of Market Research: USER (Menon and Wilcox 1994)

392

(2)

Marketing Research: Trust and Use of Market Research (Moorman, Zaltman, and Deshpande 1992)

394

(3)

Chapter Seven: Sales, Sales Management, Organizational Behavior, and Interfirm-Intrafirm Issues

397

(122)

Sales, Sales Management, and Organizational Behavior Issues

397

(79)

Job Satisfaction Measures Job Characteristics Inventory: JCI (Sims, Szilagyi, and Keller 1979)

397

(4)

Job in General: JIG (Ironson, Smith, Brannick, Gibson, and Paul 1989)

401

(2)

Job Satisfaction (Wood, Chonko, and Hunt 1986)

403

(2)

Job Satisfaction of Industrial Salesperson: INDSALES (Churchill, Ford, and Walker 1974)

405

(9)

Appendix to Job Satisfaction

414

(1)

Job Descriptive Index: JDI (Smith, Kendall, and Hulin 1969)

414

(2)

Job Diagnostic Survey: JDS (Hackman and Oldham 1975, 1980)

416

(2)

Role Perceptions/Conflict Role Ambiguity: Multi-Faceted, Multi-Dimensional Role Ambiguity: MULTIRAM (Singh and Rhoads 1991a, 1991b)

418

(4)

Role Conflict and Role Ambiguity (Rizzo, House, and Lirtzman 1970)

422

(3)

Role Conflict and Role Ambiguity Scales for Industrial Salespeople (Ford, Walker, and Churchill 1975)

425

(5)

Role Conflict and Role Ambiguity Scales for Salespeople (Chonko, Howell, and Bellenger 1986)

430

(4)

Work-Family Conflict and Family-Work Conflict (Netemeyer, Boles, and McMurrian 1996)

434

(2)

Job Burnout/Tension Burnout in Customer Service Representatives (Singh, Goolsby, and Rhoads 1994)

436

(2)

Tension: Job-Induced Tension (House and Rizzo 1972)

438

(2)

Performance Measures Organizational Citizenship Behaviors: OCBs (MacKenzie, Podsakoff, and Fetter 1993)

440

(2)

Retail Salesperson Performance (Bush, Bush, Ortinau, and Hair 1990)

442

(2)

Sales Performance Scale (Behrman and Perreault 1982)

444

(2)

Salesperson Performance (Sujan, Weitz, and Kumar 1994)

446

(2)

Control and Leadership Control: Supervisory Control (Challagalla and Shervani 1996)

448

(3)

Leadership Role Clarity and Leadership Consideration (Schriesheim 1978)

451

(2)

Leadership: Transactional and Transformational Leadership (Bycio, Hackett, and Allen 1995)

453

(2)

Perceived Leader Behavior Scales (House and Dessler 1974)

455

(3)

Organizational Commitment Occupational and Organizational Commitment (Meyer, Allen, and Smith 1993)

458

(3)

Organizational Commitment: OCQ (Mowday, Steers, and Porter 1979)

461

(3)

Organizational Commitment (Hunt, Chonko, and Wood 1985)

464

(2)

Sales/Selling Approaches Adaptive Selling: ADAPTS (Spiro and Weitz 1990)

466

(2)

Customer Orientation of Salespeople: SOCO (Saxe and Weitz 1982)

468

(4)

Instrumental and Expressive Personality Traits of Salespersons (Jolson and Comer 1997)

472

(2)

Self-Efficacy for Negotiation (Chowdhury 1993)

474

(2)

Inter-/Intrafirm Issues of Influence and Power

476

(24)

Influence Strategies in Marketing Channels (Boyle, Dwyer, Robicheaux, and Simpson 1992)

476

(3)

Multiple Influences in Buying Centers (Kohli and Zaltman 1988)

479

(2)

Power: Social Power Scales (Swasy 1979)

481

(3)

Power: Dependence Based Measure of Interfirm Power in Channels (Frazier 1983)

484

(2)

Power: Distributor, Manufacturer, and Customer Market Power (Butaney and Wortzel 1988)

486

(3)

Power: Holzbach's Attributed Power Index: API (Comer 1984)

489

(3)

Power and Influence in Group Settings (Kohli 1989)

492

(4)

Power Sources in a Marketing Channel (Gaski and Nevin 1985)

496

(4)

Other Measures Related to Interfirm Issues

500

(19)

Buyclass Framework Scales (Anderson, Chu, and Weitz 1987)

500

(3)

Buying: Organizational Buying Scales (Bunn 1994)

503

(3)

Leadership: Channel Leadership Behavior (Schul, Pride, and Little 1983)

506

(2)

Norms: Relational Norms (Heide and John 1992)

508

(2)

Performance: Supplier Perceptions of Reseller Performance (Kumar, Stern, and Achrol 1992)

510

(3)

Satisfaction-Channel Satisfaction: SATIND and SATDIR (Ruekert and Churchill 1984)

513

(4)

Appendix to Inter-/Intrafirm Issues (Articles Containing Inter-/Intrafirm Related Measures)

517

(2)

Index of Scales

519

(12)

Index of Scale Authors

531

(6)

About the Authors

537

Amazon no longer offers textbook rentals. We do!

Handbook of Marketing Scales

Handbook of Marketing Scales

9780761910008

076191000X

Summary

Table of Contents

Supplemental Materials

Write a Review

Amazon no longer offers textbook rentals. We do!

Handbook of Marketing Scales

Handbook of Marketing Scales

9780761910008

076191000X

Summary

Table of Contents

Supplemental Materials

Write a Review

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