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Strategic Process Effects on the Entrepreneurial Orientation–Sales Growth Rate Relationship

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  • Jeffrey G. Covin
  • Kimberly M. Green
  • Dennis P. Slevin

Abstract

This research examined the effects of three strategic process variables—strategic decision–making participativeness, strategy formation mode, and strategic learning from failure—on the entrepreneurial orientation (EO)–firm sales growth rate relationship. Results based on a sample of 110 manufacturing firms indicated a positive effect of EO on sales growth rate. Moreover, the relationship between EO and sales growth rate was more positive among firms that employ autocratic decision making and that exhibit an emergent strategy formation process. Perceptions of proficiency at learning from strategic mistakes differentially affected the growth rates of firms at different ends of the EO continuum, but in manners inconsistent with the hypothesized relationship.

Suggested Citation

  • Jeffrey G. Covin & Kimberly M. Green & Dennis P. Slevin, 2006. "Strategic Process Effects on the Entrepreneurial Orientation–Sales Growth Rate Relationship," Entrepreneurship Theory and Practice, , vol. 30(1), pages 57-81, January.
    • Handle: RePEc:sae:entthe:v:30:y:2006:i:1:p:57-81
    DOI: 10.1111/j.1540-6520.2006.00110.x
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