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'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.

Document Type

Journal Article

Date of Publication

3-1-2023

Volume

157

Publication Title

Journal of Business Research

Publisher

Elsevier

School

School of Business and Law

RAS ID

53001

Comments

Edwards, J., Miles, M. P., D'Alessandro, S., & Frost, M. (2023). Entrepreneurial strategy-making, corporate entrepreneurship preparedness and entrepreneurial sales actions: Improving B2B sales performance. Journal of Business Research, 157, Article 113586. https://doi.org/10.1016/j.jbusres.2022.113586

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Link to publisher version (DOI)

10.1016/j.jbusres.2022.113586