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Antecedents and Performance Implications of a Sales Department's Learning and Entrepreneurial Orientation in SMEs

Spillecke, Susanne Birgit ; Brettel, Malte

Journal of small business management, 2014-07, Vol.52 (3), p.407-426 [Periódico revisado por pares]

Milwaukee: Blackwell Publishing Inc

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  • Título:
    Antecedents and Performance Implications of a Sales Department's Learning and Entrepreneurial Orientation in SMEs
  • Autor: Spillecke, Susanne Birgit ; Brettel, Malte
  • Assuntos: Departments ; Economic analysis ; Economic performance ; Entrepreneurship ; Organizational learning ; Research methods ; Sales ; Salespeople ; Small & medium sized enterprises-SME ; Small and medium sized companies ; Small and medium sized enterprises ; Studies ; Surveys
  • É parte de: Journal of small business management, 2014-07, Vol.52 (3), p.407-426
  • Notas: istex:20C60E44DEA5511DA36BE836187434840ADD49A0
    ArticleID:JSBM12041
    ark:/67375/WNG-QLLKXBGZ-S
    ObjectType-Article-2
    SourceType-Scholarly Journals-1
    ObjectType-Feature-1
    content type line 23
  • Descrição: Existing research on entrepreneurial orientation (EO) has concentrated on the organizational level but neglected the analysis of more fine-grained effects of in organizations. This study applies the concept of to the departmental level and investigates the sales department's entrepreneurial orientation (SDEO) and salespeople's learning orientation (SDEO) and these orientations' impact on sales performance. Using a survey of 268 small and medium-sized enterprises, the authors find that is a key performance lever, whereas only indirectly fosters sales performance through driving . Furthermore, informal controls and technological turbulence are found to be important drivers of SDEO and SLO.
  • Editor: Milwaukee: Blackwell Publishing Inc
  • Idioma: Inglês
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  • Realização: ABCD-USP USP   Logos de Redes Sociais: Freepik

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