TY - JOUR
T1 - Entrepreneurial strategy-making, corporate entrepreneurship preparedness and entrepreneurial sales actions
T2 - Improving B2B sales performance
AU - Edwards, John
AU - Miles, Morgan P.
AU - D'Alessandro, Steven
AU - Frost, Mark
N1 - Publisher Copyright:
© 2022
PY - 2023/3
Y1 - 2023/3
N2 - This study addresses the interrelationships between strategy-making, organizational preparedness for corporate entrepreneurship (OPCE), selling actions, and the performance of the organization's business-to-business (B2B) salespeople. A survey of B2B salespeople suggests that entrepreneurial strategy-making is positively associated with OPCE, an organization's entrepreneurial sales actions (i.e., creative selling and sales innovativeness), and, ultimately, its sales performance. This research contributes to the nexus of entrepreneurship and sales literature by highlighting the relationships between entrepreneurial strategy-making, OPCE, creative and sales action innovativeness, and B2B sales performance.
AB - This study addresses the interrelationships between strategy-making, organizational preparedness for corporate entrepreneurship (OPCE), selling actions, and the performance of the organization's business-to-business (B2B) salespeople. A survey of B2B salespeople suggests that entrepreneurial strategy-making is positively associated with OPCE, an organization's entrepreneurial sales actions (i.e., creative selling and sales innovativeness), and, ultimately, its sales performance. This research contributes to the nexus of entrepreneurship and sales literature by highlighting the relationships between entrepreneurial strategy-making, OPCE, creative and sales action innovativeness, and B2B sales performance.
KW - Business-to-business
KW - Creative selling
KW - Entrepreneurial strategy-making
KW - Organization preparedness for corporate entrepreneurship
KW - Sales innovativeness
KW - Sales performance
UR - http://www.scopus.com/inward/record.url?scp=85144853237&partnerID=8YFLogxK
UR - http://www.scopus.com/inward/citedby.url?scp=85144853237&partnerID=8YFLogxK
U2 - 10.1016/j.jbusres.2022.113586
DO - 10.1016/j.jbusres.2022.113586
M3 - Article
AN - SCOPUS:85144853237
SN - 0148-2963
VL - 157
JO - Journal of Business Research
JF - Journal of Business Research
M1 - 113586
ER -