The SOCO Scale: A Measure of the Customer Orientation of Salespeople

Harvard business review

1994 • 42,704 citations

Coefficient alpha and the internal structure of tests

1951 • 39,787 citations

From dissertation abstracts international

1974 • 12,253 citations

Handbook of Industrial and Organizational Psychology.

1977 • 12,096 citations

A Paradigm for Developing Better Measures of Marketing Constructs

1979 • 7,226 citations

Self-monitoring of expressive behavior.

1974 • 3,364 citations

Studies in Machiavellianism

1970 • 2,839 citations

Marketing Management: Analysis, Planning and Control

1973 • 2,497 citations

Handbook of Multivariate Experimental Psychology

1988 • 1,913 citations

Measures of Social Psychological Attitudes.

1976 • 1,847 citations

Response Sets and Test Validity

1946 • 888 citations

Basic Readings on the MMPI in Psychology and Medicine

1957 • 729 citations

Reliability: A Review of Psychometric Basics and Recent Marketing Practices

1979 • 559 citations

The Present Status of the Marketing Concept

1972 • 325 citations

Effectiveness in Sales Interactions: A Contingency Framework

1981 • 256 citations

Theories of selling.

1925 • 213 citations

Influence Use by Industrial Salesmen: Influence-Strategy Mixes and Situational Determinants

1979 • 128 citations

A Study of Riesman's Theory of Social Character

1962 • 95 citations

The difficulty of a test and its factor composition

1941 • 72 citations