Table 5. Organisational and... | Emerald Publishing

Table 5.

Organisational and environmental indicators of B2B sellers’ sales performance in services firms – factor solution

Dimension and item		Factor(s)						*	**
Dimension and item		1	2	3	4	5	6
Supervisory leadership (transformational leadership)	a)	0.858	0.206	0.089	−0.081	0.175	0.073	0.829	0.893
	b)	0.838	0.226	0.088	0.002	0.250	0.084	0.830	0.884
	c)	0.838	0.222	0.133	−0.020	0.195	0.009	0.807	0.918
Supervisory leadership (positive behavioural feedback)	b)	0.204	0.883	0.102	0.056	0.145	0.101	0.867	0.829
	a)	0.234	0.818	0.035	−0.061	0.214	0.075	0.780	0.882
	c)	0.330	0.739	0.081	0.035	0.306	0.092	0.765	0.922
Internal environment (teamwork)	b)	0.186	0.109	0.846	−0.007	−0.034	0.017	0.764	0.760
	a)	0.106	−0.031	0.846	0.004	−0.015	0.105	0.739	0.714
	c)	−0.026	0.114	0.799	−0.092	0.201	−0.025	0.701	0.786
External environment (randomness)	c)	−0.057	−0.032	−0.055	0.895	−0.012	−0.032	0.809	0.602
	a)	−0.118	−0.044	0.048	0.812	0.207	0.008	0.721	0.644
	b)	0.106	0.099	−0.093	0.769	−0.281	−0.032	0.700	0.678
Supervisory leadership (positive output feedback)	a)	0.447	0.360	0.069	−0.038	0.719	0.104	0.863	0.868
	b)	0.448	0.407	0.072	−0.030	0.711	0.090	0.886	0.864
	c)	0.426	0.345	0.097	−0.003	0.642	0.136	0.740	0.959
Internal environment (market orientation)	c)	0.126	−0.048	0.002	−0.007	0.155	0.878	0.813	0.742
Internal environment (market orientation)	b)	0.002	0.404	0.112	−0.055	−0.011	0.737	0.722	0.823
*** (%)		178	16.2	12.7	12.2	11.3	8.2
**** (%)		17.8	34.0	46.7	59.0	70.2	78.4
*****		0.90	0.88	0.79	0.77	0.91	0.66

Dimension and item		Factor(s)						*	**
Dimension and item		1	2	3	4	5	6
Supervisory leadership(transformational leadership)	a)	0.858	0.206	0.089	−0.081	0.175	0.073	0.829	0.893
	b)	0.838	0.226	0.088	0.002	0.250	0.084	0.830	0.884
	c)	0.838	0.222	0.133	−0.020	0.195	0.009	0.807	0.918
Supervisory leadership(positive behavioural feedback)	b)	0.204	0.883	0.102	0.056	0.145	0.101	0.867	0.829
	a)	0.234	0.818	0.035	−0.061	0.214	0.075	0.780	0.882
	c)	0.330	0.739	0.081	0.035	0.306	0.092	0.765	0.922
Internal environment(teamwork)	b)	0.186	0.109	0.846	−0.007	−0.034	0.017	0.764	0.760
	a)	0.106	−0.031	0.846	0.004	−0.015	0.105	0.739	0.714
	c)	−0.026	0.114	0.799	−0.092	0.201	−0.025	0.701	0.786
External environment(randomness)	c)	−0.057	−0.032	−0.055	0.895	−0.012	−0.032	0.809	0.602
	a)	−0.118	−0.044	0.048	0.812	0.207	0.008	0.721	0.644
	b)	0.106	0.099	−0.093	0.769	−0.281	−0.032	0.700	0.678
Supervisory leadership(positive output feedback)	a)	0.447	0.360	0.069	−0.038	0.719	0.104	0.863	0.868
	b)	0.448	0.407	0.072	−0.030	0.711	0.090	0.886	0.864
	c)	0.426	0.345	0.097	−0.003	0.642	0.136	0.740	0.959
Internal environment(market orientation)	c)	0.126	−0.048	0.002	−0.007	0.155	0.878	0.813	0.742
Internal environment(market orientation)	b)	0.002	0.404	0.112	−0.055	−0.011	0.737	0.722	0.823
*** (%)		178	16.2	12.7	12.2	11.3	8.2
**** (%)		17.8	34.0	46.7	59.0	70.2	78.4
*****		0.90	0.88	0.79	0.77	0.91	0.66

Notes:

*Communality per item; **MSA per item; ***total explained variance per factor; ****cumulative explained total variance; *****Cronbach’s alpha

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