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.

Representative items

• I like selling innovations because it is challenging.
• I like selling innovations because I enjoy the process.

Citation

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