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

John Edwards; Morgan Miles; Steven D'Alessandro; Mark Frost

doi:10.1016/j.jbusres.2022.113586

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

John Edwards, Morgan Miles, Steven D'Alessandro, Mark Frost

Department of Management

Research output: Contribution to journal › Article › peer-review

12 Citations (Scopus)

104 Downloads (Pure)

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.

Original language	English
Article number	113586
Pages (from-to)	1-9
Number of pages	9
Journal	Journal of Business Research
Volume	157
Issue number	113586
DOIs	https://doi.org/10.1016/j.jbusres.2022.113586
Publication status	Published - Mar 2023

Bibliographical note

Crown Copyright © 2022 Published by Elsevier Inc. All rights reserved. Version archived for private and non-commercial use with the permission of the author/s and according to publisher conditions. For further rights please contact the publisher.

Keywords

Sales performance
Business-to-business
Entrepreneurial strategy-making
Organization preparedness for corporate entrepreneurship
Creative selling
Sales innovativeness

Access to Document

10.1016/j.jbusres.2022.113586Licence: CC BY-NC-ND

Publisher version (open access)Final published version, 635 KBLicence: CC BY-NC-ND

Cite this

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

abstract = "This study addresses the interrelationships between strategy-making, organizational preparedness for corporate entrepreneurship (OPCE), selling actions, and the performance of the organization{\textquoteright}s business-to-business (B2B) salespeople. A survey of B2B salespeople suggests that entrepreneurial strategy-making is positively associated with OPCE, an organization{\textquoteright}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.",

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author = "John Edwards and Morgan Miles and Steven D'Alessandro and Mark Frost",

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AU - D'Alessandro, Steven

AU - Frost, Mark

N1 - Crown Copyright © 2022 Published by Elsevier Inc. All rights reserved. Version archived for private and non-commercial use with the permission of the author/s and according to publisher conditions. For further rights please contact the publisher.

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

Abstract

Bibliographical note

Keywords

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