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.

Response format

Likert

Scale items

• My supervisor emphasizes strongly on the importance of selling innovations.
• My supervisor encourages me to put high effort into innovation selling.
• My supervisor promotes the selling of innovations.
• My supervisor warrants me enough time to fully understand the innovations I need to sell.
• My supervisor supports me in innovation selling with specific advice.

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

Usage notes & scoring

CR = .94, AVE = .76. Adapted from DeConinck and Johnson (2009). 7-point scale (1='strongly disagree', 7='strongly agree'). Behavior-oriented, supervisor-mediated steering instrument. Two items have lower item reliabilities (.53, .56) but overall scale is strong. Full mediation of motivation confirmed for this instrument. Validated across 38 countries.

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