Financial Innovation Performance Scale

What it measures

Measures the extent to which sales representatives generate favorable financial outcomes (market share and profits) for innovations in their portfolio relative to competing products and company objectives. Uses a 7-point comparative rating scale anchored 'much worse' to 'much better'.

Response format

Likert

Scale items

• Relative to competing products, how successful are the innovations in terms of market share?
• Relative to the company's objectives, how successful are the innovations in terms of market share?
• Relative to competing products, how successful are the innovations in terms of profits?
• Relative to the company's objectives, how successful are the innovations in terms of profits?

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

Usage notes & scoring

CR = .86, AVE = .62. Adapted from Song and Parry (1997) to the firm-specific context. 7-point comparative rating scale ('much worse' to 'much better'). Measured in wave 2 of a two-wave data collection to mitigate common method variance. Sales rep-level measure (not firm-level). Validated across 38 countries via HLM.

Recommended companion scales

Citation

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

Keywords