Entrepreneurial strategy-making, corporate entrepreneurship preparedness and entrepreneurial sales actions: Improving B2B sales performance

John Edwards, Morgan P. Miles, Steven D'Alessandro and Mark Frost

Journal of Business Research, 2023, vol. 157, issue C

Abstract: 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.

Keywords: Sales performance; Business-to-business; Entrepreneurial strategy-making; Organization preparedness for corporate entrepreneurship; Creative selling; Sales innovativeness (search for similar items in EconPapers)
Date: 2023
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Citations: View citations in EconPapers (2)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:jbrese:v:157:y:2023:i:c:s0148296322010517

DOI: 10.1016/j.jbusres.2022.113586

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