The impact of sales management controls on the entrepreneurial orientation of the sales department

摘要

This study investigates the importance of an entrepreneurial orientation of the sales department (SEO) as a strategic orientation in a challenging environment and the role of sales management controls in fostering SEO. The relationships are hypothesized to be contingent on the competitive intensity of the environment. Based on findings from a survey of 268 SMEs and multiple regression analysis, SEO is an important lever to increase performance. The results also show that the effects of sales management controls on SEO depend on the environmental context.