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Article
Salesperson Listening: A Replication and Extension of the ILPS Scale
Journal of Applied Business Research (2004)
  • Stephen B. Castleberry
  • Rick E. Ridnour, Northern Illinois University
  • C. David Shepherd, Georgia Southern University
Abstract

The primary purpose of this study was further testing of the ILPS scale (Castleberry, et al. 1999). The sample consisted of 101 salespeople from three business-to-business firms in the Midwest. In addition to the ILPS exhibiting good reliability, results are consistent with prior research indicating a significant positive relationship between listening ability and salesperson performance. Results also found a significant positive relationship between listening ability and adaptability and age. Contrary to past salesperson listening research, females were found to be better listeners than men, and there was no significant relationship between listening and salesperson experience. Implications for managers and researchers are offered.

Keywords
  • ILPS scale,
  • Reliability,
  • Sales,
  • B2B sales,
  • Listening ability,
  • Salesperson performance,
  • Adaptability,
  • Age,
  • Salesperson experience
Publication Date
Winter 2004
Citation Information
Stephen B. Castleberry, Rick E. Ridnour and C. David Shepherd. "Salesperson Listening: A Replication and Extension of the ILPS Scale" Journal of Applied Business Research Vol. 20 Iss. 1 (2004)
Available at: http://works.bepress.com/c_david_shepherd/24/