Antecedents and Performance Implications of a Sales Department's Learning and Entrepreneurial Orientation in SMEs
研究了中小企业销售部门的创业导向和学习导向对销售绩效的影响，发现创业导向直接提升绩效，而学习导向通过驱动创业导向间接起作用，并识别了非正式控制和技术动荡作为关键驱动因素。
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.