Variable Compensation for Innovation-Sales Results Scale

What it measures

Measures the extent to which sales representatives receive monetary compensation (bonuses and other monetary rewards) based on their innovation-selling performance. Higher scores indicate stronger outcome-oriented financial incentives tied to innovation sales results. 7-point Likert scale.

Representative items

• The amount of my variable compensation largely depends on the amount of innovations I sell.
• My variable compensation 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.