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'.

Representative 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 profits?

Citation

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