Supervisor Support for Innovation Selling Scale

What it measures

Measures the extent to which sales representatives receive decentralized encouragement and guidance for innovation selling from their direct supervisor, including emphasis on importance, encouragement to invest effort, promotion of innovation selling, and provision of time and specific advice. Higher scores indicate stronger supervisor-mediated behavioral support for innovation commercialization. 7-point Likert scale.

Representative items

• My supervisor emphasizes strongly on the importance of selling innovations.
• My supervisor supports me in innovation selling with specific advice.

Citation

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