Next, because of the centrality of the market orientation
scale, its items were tested for clarity and appropriateness
in personally administered pretests with twenty-seven managers from marketing as well as
The items that were developed and refined were
subjected to yet another phase of pretests involving
personal interviews with seven managers, who were
asked to complete a questionnaire that included the
measure items as they applied to their business unit.
At this stage, very few concerns were raised and only
very minor refinements were made. A brief description
of the final scale items follows.