Chung, Y. Y., Chi, N. W., and Chen, C. Y. 2008. Development and Evaluation of the Sales Work Value Scale. NTU Management Review, 19 (1): 051-082
Yen-Yi Chung, Professor, Institute of Health Care Management, Central Taiwan University of Science and Technology
Nai-Wen Chi, Ph. D. Candidate, Department of Business Administration, National Chengchi University
Ching-Yuan Chen, Assistant Professor, Institute of Health Care Management, Central Taiwan University of Science and Technology
Abstract
The purpose of this research is to develop the Sales Work Value Scale (SWVS) in salesspecific situations in order to capture work values of capable salespeople, and filling the gap that past studies only adapted foreign measurements developed in general situations. We used both inductive and deductive approach to collect the item pool. By surveying 293 salespeople and 147 non-salespeople, we conducted the item analysis and confirmed the content validity of the SWVS. Moreover, 472 salespeople were further surveyed to test the reliability and validity of the SWVS. Results indicate that the SWVS can be extracted into six dimensions with 23 items. The SWVS not only has appropriate convergent validity, discriminant validity and criterion-related validity, but also has superior validity than Wang's WWVI. The implications of the SWVS are discussed.
Keywords
work value salespeople sales work value scale