Supervisor Appreciation for Innovation-Sales Results Scale

What it measures

Measures the extent to which sales representatives receive intangible recognition (praise, awards) from their direct supervisor contingent on their innovation-selling performance. Higher scores indicate stronger outcome-oriented nonfinancial recognition tied to innovation sales. 7-point Likert scale.

Representative items

• The extent of appreciation by my supervisor largely depends on the amount of innovations I sell.
• The extent of appreciation by my supervisor is strongly affected by my innovation-related selling performance.

Citation

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