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

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

Research output: Contribution to journalArticlepeer-review

8 Citations (Scopus)
43 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 languageEnglish
Article number113586
Pages (from-to)1-9
Number of pages9
JournalJournal of Business Research
Volume157
Issue number113586
DOIs
Publication statusPublished - 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

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