Susanne Birgit Spillecke is postdoctoral student at the chair of Business Administration and Sciences for Engineers and Scientists at RWTH Aachen University.
Antecedents and Performance Implications of a Sales Department's Learning and Entrepreneurial Orientation in SMEs
Article first published online: 20 JUN 2013
© 2013 International Council for Small Business
Journal of Small Business Management
Volume 52, Issue 3, pages 407–426, July 2014
How to Cite
Spillecke, S. B. and Brettel, M. (2014), Antecedents and Performance Implications of a Sales Department's Learning and Entrepreneurial Orientation in SMEs. Journal of Small Business Management, 52: 407–426. doi: 10.1111/jsbm.12041
- Issue published online: 10 JUN 2014
- Article first published online: 20 JUN 2013
Existing research on entrepreneurial orientation (EO) has concentrated on the organizational level but neglected the analysis of more fine-grained effects of EO in organizations. This study applies the concept of EO to the departmental level and investigates the sales department's entrepreneurial orientation (SDEO) and salespeople's learning orientation (SLO) and these orientations' impact on sales performance. Using a survey of 268 small and medium-sized enterprises, the authors find that SDEO is a key performance lever, whereas SLO only indirectly fosters sales performance through driving SDEO. Furthermore, informal controls and technological turbulence are found to be important drivers of SDEO and SLO.