Journal of Applied Business Research
This study develops a scale that offers an actionable approach for suppliers’ use in selecting their reps. Rep selection is the critical first step suppliers take in developing profitable, long-term relationships with retailers. Retailers’ loyalties are often bestowed on the rep, rather than the supplier. As identified in the study, the rep needs to be professional, accommodating, ethical, sensitive, and compassionate to satisfy the retailer. The scale provides suppliers a technique for measuring these characteristics. Prior to this scale, no instrument was available to measure these characteristics, which increase the retailer’s likelihood of developing loyalty.
Gruben, Kathleen H., Barbara J. Coe.
"The Independent Rep as a Source of Competitive Advantage: An Actionable Scale for Rep Selection."
Journal of Applied Business Research, 19 (1): 1-15.