Autonomous Innovation-Selling Motivation Scale

What it measures

Measures sales representatives' autonomous (self-determined, intrinsic) drive to sell innovations — the degree to which they pursue innovation selling because it is challenging, interesting, enjoyable, integral to their identity, and consistent with personal goals. Grounded in self-determination theory (SDT). Higher scores indicate stronger autonomous motivation for innovation selling. 7-point Likert scale.

Response format

Likert

Scale items

• I like selling innovations because it is challenging.
• I like selling innovations because it is interesting.
• I like selling innovations because I enjoy the process.
• I like selling innovations because it is an integral part of who I am.
• I like selling innovations because it is coherent with my individual goals.

Full scale items shown. Always cite the original source when using this scale in research.

Usage notes & scoring

CR = .87, AVE = .58. Adapted from Grant et al. (2011) to innovation-selling context. 7-point scale (1='strongly disagree', 7='strongly agree'). Captures autonomous vs. controlled motivation per SDT. Mediates between sales force steering instruments and financial innovation performance across all four national culture dimensions tested. Validated via two-wave HLM across 38 countries.

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Citation

Hohenberg, S. & Homburg, C. (2016). Motivating sales reps for innovation selling in different cultures. Journal of Marketing, 80(2), 101–120.

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