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.

Response format

Likert

Scale items

• The amount of my variable compensation (i.e., bonus and other monetary rewards) largely depends on the amount of innovations I sell.
• The amount of my variable compensation (i.e., bonus and other monetary rewards) will significantly increase if I sell lots of innovations.
• The amount of my variable compensation (i.e., bonus and other monetary rewards) is strongly affected by my innovation-related selling performance.
• The amount of my variable compensation (i.e., bonus and other monetary rewards) 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 = .96, AVE = .88. New scale developed following Churchill (1979) and Gerbing and Anderson (1988). 7-point scale (1='strongly disagree', 7='strongly agree'). Outcome-oriented steering instrument. Validated on 406 B2B sales reps across 38 countries via two-wave HLM design. Individualism strengthens the effect of this instrument on innovation performance through motivation; power distance and uncertainty avoidance weaken it.

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