An Updated Paradigm for Scale Development Incorporating Unidimensionality and Its Assessment

Gerbing, David W.; Anderson, James C.

doi:10.1177/002224378802500207

Cited by 3,692 publications

(2,543 citation statements)

References 23 publications

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“…As recommended by Gerbing and Anderson (1988), a test of the unidimensionality of the measures of the constructs included in the model (shown in Figure 2) was first conducted with the use of confirmatory factor analysis. The test involves comparing the hypothesized factor structure to alternative factor structures, for example, a single factor for all indicators.…”

Section: Resultsmentioning

confidence: 99%

Effects of considering uncontrollable factors in sales force performance evaluation

Huffman

Cain

2000

Psychol. Mark.

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Sales managers often make adjustments for factors such as territory difficulty or representative experience when doing performance evaluations. These adjustments may be subjective, they may be simple ratio calculations (e.g., sales divided by territory size), or they may involve complicated regression analyses. This research attempts an explanation of how and why these adjustments influence perceptions of the performance evaluation process, particularly its fairness and usefulness. Data from two surveys are presented. The first is an exploratory survey of sales managers; the second is a fuller survey of salespeople. Results show that making adjustments for territory difficulty increases perceptions of fairness and usefulness of the evaluation system among both sales managers and salespeople. Feedback quality is a key mediator of these effects for both groups. A different pattern exists with regard to accounting for representative experience. For sales managers, there are no effects on feedback quality or fairness or usefulness. Salespeople, however, rate systems that account for representative differences as providing better feedback quality, as more fair, and as more useful. © 2000 John Wiley & Sons, Inc.

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Section: Resultsmentioning

confidence: 99%

Effects of considering uncontrollable factors in sales force performance evaluation

Huffman

Cain

2000

Psychol. Mark.

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“…Compared with the maximum likelihood ratio (ML) and the generalized least square (GLS), this estimation method has been proven viable with data that violated the rule of normality (Muthen, 2002). Following the iterative process recommended by Gerbing and Anderson (1988), we estimated a measurement model on the basis of both content and statistical considerations. The WLS estimation was used and a satisfactory fit was achieved (v 2 = 276.23, df = 197, p < 0.001, RMSEA = 0.05, CFI = 0.96).…”

Section: Model Specificationmentioning

confidence: 99%

Implementing Supplier Codes of Conduct in Global Supply Chains: Process Explanations from Theoretic and Empirical Perspectives

2008

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“…Standard psychometric scale development procedures were followed (Gerbing and Anderson, 1988). Most multi-item scales were adopted from previous research.…”

Section: Questionnaire Development and Pre-testmentioning

confidence: 99%

Supply Chain Relationships for Customer Satisfaction in China: Interdependence and Cooperative Goals

Wong¹,

Tjosvold²,

Zhang

2005

Asia Pacific J Manage

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This study develops a model based on Deutsch’s theory of cooperation and competition to clarify the supply chain relationships and interactions that contribute to customer satisfaction. Results of structural equation analyses suggest that organizations and suppliers and organizations and distributors who recognize each other’s importance develop cooperative rather than competitive and independent goals. With cooperative goals, they come to trust each other and work for continuous improvement; these relationships in turn result in the products and service that satisfy customers. Results were interpreted as suggesting that cooperative goals are an important basis for developing effective supply chain partnerships in Asia and perhaps in other regions as well. Copyright Springer Science + Business Media, Inc. 2005supply chain, goal interdependence, trust, continuous improvement, customer satisfaction,

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An Updated Paradigm for Scale Development Incorporating Unidimensionality and Its Assessment

Cited by 3,692 publications

References 23 publications

Effects of considering uncontrollable factors in sales force performance evaluation

Effects of considering uncontrollable factors in sales force performance evaluation

Implementing Supplier Codes of Conduct in Global Supply Chains: Process Explanations from Theoretic and Empirical Perspectives

Supply Chain Relationships for Customer Satisfaction in China: Interdependence and Cooperative Goals

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