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Linking B2B sales performance to entrepreneurial self-efficacy, entrepreneurial selling actions
journal contribution
posted on 2023-05-21, 05:10 authored by Edwards, J, Miles, MP, Steven D'Alessandro, Frost, MThis study addresses the interrelationships between a business-to-business (B2B) salesperson's sales performance and their level of entrepreneurial self-efficacy and entrepreneurial sales actions. Data was collected through a survey of 252 participants (B2B salespeople working in Australia). Structured equation modeling was used to analyze and test the hypotheses. The findings suggest that entrepreneurial self-efficacy strongly influences sales innovativeness and creative selling, highlighting the importance of senior management encouraging and rewarding new selling methods (a salesperson's entrepreneurial actions). Finally, these sales actions positively and significantly impacted individual sales performance. Thus, creative selling and sales innovativeness are powerful influencers of personal sales performance. This research contributes to the sales performance literature by highlighting the relationship between entrepreneurial self-efficacy (ESE), creative selling, and sales innovativeness. These findings provide additional lessons for senior management when pursuing increased growth and sales performance. As ESE has a positive impact on a salesperson's actions and performance, senior management may wish to encourage an internal environment in which ESE behaviors are not only accepted but encouraged.
History
Publication title
Journal of Business ResearchVolume
142Pagination
585-593ISSN
0148-2963Department/School
TSBEPublisher
Elsevier Science IncPlace of publication
360 Park Ave South, New York, USA, Ny, 10010-1710Rights statement
Crown Copyright © 2022 Published by Elsevier Inc. All rights reserved.Repository Status
- Restricted