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.

Response format

Likert

Scale items

• The extent of appreciation (i.e., praise, awards) by my supervisor largely depends on the amount of innovations I sell.
• The extent of appreciation (i.e., praise, awards) by my supervisor will significantly increase if I sell lots of innovations.
• The extent of appreciation (i.e., praise, awards) by my supervisor is strongly affected by my innovation-related selling performance.
• The extent of appreciation (i.e., praise, awards) by my supervisor highly correlates with the success of innovations in my selling portfolio.

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

Usage notes & scoring

CR = .97, AVE = .88. New scale developed following Churchill (1979). 7-point scale (1='strongly disagree', 7='strongly agree'). 'Appreciation' defined in the questionnaire as 'all performance-contingent rewards you receive from your direct supervisor that are non-monetary'. Outcome-oriented, supervisor-mediated instrument. Power distance and long-term orientation strengthen its effectiveness; individualism weakens it. 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