Survey instrument
| Code | Items | Sources |
|---|---|---|
| ES – Item 1 | I consider myself very creative | Linan (2008) |
| ES – Item 2 | I have adequate problem solving skills | |
| ES – Item 3 | I possess high level of leadership | |
| ES – Item 4 | I possess adequate entrepreneurial skill to manage the enterprise | |
| MO – Item 1 | I am quick to detect changes in customers’ product preferences | Kohli et al. (1993) |
| MO – Item 2 | I will promote a product even if I am not sure whether it is right for the customer | |
| MO – Item 3 | I will paint too rosy a picture of my products to make them sound as good as possible | |
| MO – Item 4 | As the owner of a business, I sell product lines depending on real market needs | |
| SO – Item 1 | I stay alert for weaknesses in a customer’s personality so I can use them to put pressure on him/her to buy | Saxe and Weitz (1982) |
| SO – Item 2 | I will promote a product even if I am not sure whether it is right for the customer | |
| SO – Item 3 | I will paint too rosy a picture of my products to make them sound as good as possible | |
| SO – Item 4 | I spend more time trying to persuade a customer to buy than trying to discover his needs | |
| NE – Item 1 | I frequently communicate with actual and potential business network partners | Witt (2004) |
| NE – Item 2 | I have a high number of business network partners | |
| NE – Item 3 | My network is very diverse | |
| NE – Item 4 | My network is very dense | |
| NE – Item 5 | My network partners frequently provide me new information | |
| NE – Item 6 | I receive extensive support from my network partners | |
| EC – Item 1 | I identify goods or services that customers want | Man et al. (2008) |
| EC – Item 2 | I develop long-term trusting relationships with others | |
| EC – Item 3 | I negotiate with others | |
| EC – Item 4 | I recognize and work on my own shortcomings | |
| EP – Item 1 | Compared to your major competitors, how is your firm’s customer satisfaction? | Morgan and Strong (2003) |
| EP – Item 2 | Compared to your major competitors, how is your firm’s competitive position? | |
| EP – Item 3 | Compared to your major competitors, how is your firm’s customer retention? | |
| EP – Item 4 | Compared to your major competitors, how is your firm’s sales growth? | |
| EP – Item 5 | Compared to your major competitors, how is your firm’s return on investment? |
| Code | Items | Sources |
|---|---|---|
| ES – Item 1 | I consider myself very creative | |
| ES – Item 2 | I have adequate problem solving skills | |
| ES – Item 3 | I possess high level of leadership | |
| ES – Item 4 | I possess adequate entrepreneurial skill to manage the enterprise | |
| MO – Item 1 | I am quick to detect changes in customers’ product preferences | |
| MO – Item 2 | I will promote a product even if I am not sure whether it is right for the customer | |
| MO – Item 3 | I will paint too rosy a picture of my products to make them sound as good as possible | |
| MO – Item 4 | As the owner of a business, I sell product lines depending on real market needs | |
| SO – Item 1 | I stay alert for weaknesses in a customer’s personality so I can use them to put pressure on him/her to buy | |
| SO – Item 2 | I will promote a product even if I am not sure whether it is right for the customer | |
| SO – Item 3 | I will paint too rosy a picture of my products to make them sound as good as possible | |
| SO – Item 4 | I spend more time trying to persuade a customer to buy than trying to discover his needs | |
| NE – Item 1 | I frequently communicate with actual and potential business network partners | |
| NE – Item 2 | I have a high number of business network partners | |
| NE – Item 3 | My network is very diverse | |
| NE – Item 4 | My network is very dense | |
| NE – Item 5 | My network partners frequently provide me new information | |
| NE – Item 6 | I receive extensive support from my network partners | |
| EC – Item 1 | I identify goods or services that customers want | |
| EC – Item 2 | I develop long-term trusting relationships with others | |
| EC – Item 3 | I negotiate with others | |
| EC – Item 4 | I recognize and work on my own shortcomings | |
| EP – Item 1 | Compared to your major competitors, how is your firm’s customer satisfaction? | |
| EP – Item 2 | Compared to your major competitors, how is your firm’s competitive position? | |
| EP – Item 3 | Compared to your major competitors, how is your firm’s customer retention? | |
| EP – Item 4 | Compared to your major competitors, how is your firm’s sales growth? | |
| EP – Item 5 | Compared to your major competitors, how is your firm’s return on investment? |
Notes:
Entrepreneurial skills (ES); market orientation (MO); sales orientation (SO); networking (NE); entrepreneurial competencies (EC); enterprise performance (EP)
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