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

SummaryThis 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.

► The entrepreneurial orientation of the sales department (SEO) drives performance. ► SEO is of particular importance in competitive environments. ► Improving salespeople’s competence and skills, i.e. capability control, fosters SEO. ► Effects of output and activity controls on SEO depend on the environment. ► Output control fosters, and activity control impedes SEO in munificent environments.