Antecedents and Performance Implications of a Sales Department's Learning and Entrepreneurial Orientation in SMEs

Susanne Birgit Spillecke and Malte Brettel

Journal of Small Business Management, 2014, vol. 52, issue 3, 407-426

Abstract: Existing research on entrepreneurial orientation (EO) has concentrated on the organizational level but neglected the analysis of more fine‐grained effects of in organizations. This study applies the concept of to the departmental level and investigates the sales department's entrepreneurial orientation (SDEO) and salespeople's learning orientation (SDEO) and these orientations' impact on sales performance. Using a survey of 268 small and medium‐sized enterprises, the authors find that is a key performance lever, whereas only indirectly fosters sales performance through driving . Furthermore, informal controls and technological turbulence are found to be important drivers of SDEO and SLO.

Date: 2014
References: Add references at CitEc
Citations:

Downloads: (external link)
http://hdl.handle.net/10.1111/jsbm.12041 (text/html)
Access to full text is restricted to subscribers.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:taf:ujbmxx:v:52:y:2014:i:3:p:407-426

Ordering information: This journal article can be ordered from
http://www.tandfonline.com/pricing/journal/ujbm20

DOI: 10.1111/jsbm.12041

Access Statistics for this article

Journal of Small Business Management is currently edited by Eric Liguori

More articles in Journal of Small Business Management from Taylor & Francis Journals
Bibliographic data for series maintained by Chris Longhurst ().