A Sales Force–Specific Theory-of-Mind Scale: Tests of Its Validity by Classical Methods and Functional Magnetic Resonance Imaging

By Roeland C. Dietvorst, Willem J. M. I. Verbeke, Richard P. Bagozzi, Carolyn Yoon, Marion Smits, A. van der Lugt. 2009

127 citations recorded by the source corpus.

Subfields: Clinical Psychology, Social Psychology

View Paper: https://www.semanticscholar.org/paper/bd08cf86539edba5ca37f9d02772f1487f464289

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Clinical Psychology

1. Scott A. Huettel
2. W. Rietdijk
3. Richard P. Bagozzi
4. Frank Belschak
5. Wouter E. van den Berg
6. Steven D. Shaw
7. Roeland C. Dietvorst
8. Willem J. M. I. Verbeke

In Social Psychology

1. Richard P. Bagozzi
2. H. Plassmann
3. Carolyn Yoon
4. Thomas Zoëga Ramsøy
5. W. Rietdijk
6. Frank Belschak
7. Wouter E. van den Berg
8. Steven D. Shaw

Citations in the corpus

• Theory of Mind and Empathic Explanations of Machiavellianism (2013, methodology): “Dietvorst et al. (2009), for instance, used fMRI procedures to validate a ToM scale developed for boundary spanners.”
• Consumer Neuroscience: Applications, Challenges, and Possible Solutions (2015, background): “This approach is illustrated in a study investigating individual differences in neural activity in regions associated with “theory of mind” abilities across salespeople (Dietvorst et al. 2009).”
• Branding the brain: A critical review and outlook (2012, background): “An example of this approach is a recent study (Dietvorst et al., 2009) that aimed at developing a sales force–specific Theory-of-Mind (ToM) scale in two steps.”
• The neuropsychology of consumer behavior and marketing (2018, background): “Additionally, Dietvorst et al. (2009) illustrate how fMRI can be used in scale construction and validation.”