Entrepreneurial Initiative Selling within Organizations: Towards a More Comprehensive Motivational Framework

22 Pages Posted: 26 Jul 2011

See all articles by Dirk De Clerq

Dirk De Clerq

Brock University - Faculty of Business

Xavier Castañer

University of Lausanne

Imanol Belausteguigoitia

Instituto Tecnológico Autónomo de México (ITAM)

Date Written: September 2011

Abstract

We develop and test a motivational framework to explain the intensity with which individuals sell entrepreneurial initiatives within their organizations. Initiative selling efforts may be driven by several factors that hitherto have not been given full consideration: initiative characteristics, individuals' anticipation of rewards, and their level of dissatisfaction. On the basis of a survey in a mail service firm of 192 managers who proposed an entrepreneurial initiative, we find that individuals' reported intensity of their selling efforts with respect to that initiative is greater when they (1) believe that the organizational benefits of the initiative are high, (2) perceive that the initiative is consistent with current organizational practices (although this effect is weak), (3) believe that their immediate organizational environment provides extrinsic rewards for initiatives, and (4) are satisfied with the current organizational situation. These findings extend previous expectancy theory‐based explanations of initiative selling (by considering the roles of initiative characteristics and that of initiative valence for the proponent) and show the role of satisfaction as an important motivational driver for initiative selling.

Suggested Citation

De Clercq, Dirk and Castañer, Xavier and Belausteguigoitia, Imanol, Entrepreneurial Initiative Selling within Organizations: Towards a More Comprehensive Motivational Framework (September 2011). Journal of Management Studies, Vol. 48, Issue 6, pp. 1269-1290, 2011. Available at SSRN: https://ssrn.com/abstract=1895194 or http://dx.doi.org/10.1111/j.1467-6486.2010.00999.x

Dirk De Clercq (Contact Author)

Brock University - Faculty of Business ( email )

St. Catharines, Ontario L2S 3A1
Canada

Xavier Castañer

University of Lausanne ( email )

Lausanne, Vaud CH-1015
Switzerland

Imanol Belausteguigoitia

Instituto Tecnológico Autónomo de México (ITAM)

Av. Camino a Sta. Teresa 930
Col. Héroes de Padierna
Mexico City, D.F. 01000, Federal District 01080
Mexico

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