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The impact of sales management controls on the entrepreneurial orientation of the sales department

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  • Spillecke, Susanne B.
  • Brettel, Malte

Abstract

This study investigates the importance of an entrepreneurial orientation of the sales department (SEO) as a strategic orientation in a challenging environment and the role of sales management controls in fostering SEO. The relationships are hypothesized to be contingent on the competitive intensity of the environment.

Suggested Citation

  • Spillecke, Susanne B. & Brettel, Malte, 2013. "The impact of sales management controls on the entrepreneurial orientation of the sales department," European Management Journal, Elsevier, vol. 31(4), pages 410-422.
    • Handle: RePEc:eee:eurman:v:31:y:2013:i:4:p:410-422
    DOI: 10.1016/j.emj.2012.07.002
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    References listed on IDEAS

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    Cited by:

    1. Irene Lehto, 2015. "International entrepreneurial selling as construction of international opportunities," Journal of International Entrepreneurship, Springer, vol. 13(3), pages 277-302, September.
    2. Ferdinand Augusty Tae & Wahyuningsih Wahyuningsih, 2018. "Salespeople’s innovativeness: a driver of sales performance," Management & Marketing, Sciendo, vol. 13(2), pages 966-984, June.
    3. Rostain, Marjolaine, 2021. "The impact of organizational culture on entrepreneurial orientation: A meta-analysis," Journal of Business Venturing Insights, Elsevier, vol. 15(C).
    4. Edwards, John & Miles, Morgan P. & D'Alessandro, Steven & Frost, Mark, 2022. "Linking B2B sales performance to entrepreneurial self-efficacy, entrepreneurial selling actions," Journal of Business Research, Elsevier, vol. 142(C), pages 585-593.

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