Entrepreneurship and Business-to-Business Sales Performance–Model Questionnaire

Abstract

The Entrepreneurship and Business-to-Business Sales Performance–Model, as detailed by Edwards et al. in 2023, was created to support a study that examined the interconnected relationships between strategy-making, an organization’s preparedness for corporate entrepreneurship (OPCE), specific selling actions, and the overall performance of the organization’s business-to-business (B2B) salespeople. The items proposed for this model were adapted from earlier research conducted by scholars such as Dess et al. (1997), Hornsby et al. (2013), and Wang & Netemeyer (2004). The final measure was evaluated using structural equation modeling and was given to a sample of B2B salespeople through an online survey. The study reported findings related to the measure’s reliability and validity.

Keywords

Business-To-Business Salespeople; Creative Selling; Entrepreneurship; Management Support; Rewards/Reinforcements; Sales Innovativeness; Sales Performance (Individual); Simplistic; Strategy-Making Entrepreneurial; Time Availability; Work Discretion

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Purpose

The objective of this measurement model is to evaluate the influence of entrepreneurial strategy-making on the sales performance of individuals working as business-to-business salespeople.

Construct

The primary constructs measured are Business-To-Business Sales Performance and Entrepreneurship.

Validity

Evidence for construct and discriminant validity was established. Construct validity was demonstrated by the average variance extracted (AVE), which surpassed the recommended cut-off value of 0.5. Support for discriminant validity was found, as the square root of each construct’s AVE was greater than its correlations with the other constructs in the model, following the criteria set by Fornell & Larcker (1981).

Reliability

The internal consistency of the measure was assessed. Both Cronbach’s alpha and Composite Reliability (CR) values were reported to be above the 0.70 threshold for all constructs, indicating good reliability.

Factor Analysis

The model’s Goodness of Fit (GOF) index was calculated to be 0.427. According to the standards cited by Hair et al. (2019), this value suggests that the quantitative data from the study fits the measurement model well.

Instrument

• Test Type: Original

• Format: The instrument consists of items rated on a five-point Likert scale, where 1 corresponds to “totally disagree” and 5 corresponds to “totally agree” for each statement. Administration is conducted electronically.

• Language Available: English

• Population Group: The test is designed for an adult human population (18 years and older), including both males and females.

• Age Group: Adulthood (18 yrs & older)

• Population Details: The study sample consisted of Business-To-Business Salespeople located in Australia.

• Test Methodology: The development and validation process involved assessing Test Validity, Construct Validity, Discriminant Validity, Test Reliability (specifically Internal Consistency), Factor Analysis, a Measurement Model, and Structural Equation Modeling.

Keywords

Business-To-Business Salespeople; Creative Selling; Entrepreneurship; Management Support; Rewards/Reinforcements; Sales Innovativeness; Sales Performance (Individual); Simplistic; Strategy-Making Entrepreneurial; Time Availability; Work Discretion

Authors

• John Edwards

  • Author ORCID Identifier: http://orcid.org/0000-0003-3890-8893

  • Affiliation: Macquarie University, Macquarie Business School

  • Email address: [email protected]

• Morgan P. Miles

  • Author ORCID Identifier: http://orcid.org/0000-0002-1389-1856

  • Affiliation: University of Queensland, School of Agriculture and Food Sciences

  • Email address: [email protected]

• Steven D’Alessandro

  • Author ORCID Identifier: http://orcid.org/0000-0001-7480-232X

  • Affiliation: Edith Cowan University, School of Business and Law

  • Email address: No data is Available

• Mark Frost

  • Author ORCID Identifier: http://orcid.org/0000-0001-8909-6341

  • Affiliation: Charles Sturt University, Department of Management and Marketing

  • Email address: [email protected]

• Correspondence Address: [email protected]

Permissions & Fee and Test Year

• Permissions: Contact the Corresponding Author, John Edwards, for permission to use the instrument.

• Commercial: No

• Fee: No

• Test Year: 2023

References

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

Items of the Entrepreneurship and Business-to-Business Sales Performance–Model

• Number of Items: This is a 44-item measure.

• Test Items Available: No data is Available. The items are located in the source article: 2023-42237-001, Table 1, Pages 5-6.

• Factors and Subscales: The instrument measures several constructs: Strategy-Making Entrepreneurial; Simplistic; Work Discretion; Time Availability; Management Support; Rewards/Reinforcements; Creative Selling; Sales Innovativeness; and Sales Performance (Individual).