Figure 1.
The conceptual model links individual entrepreneurial orientation to ambidexterity and role ambiguity, and directly to financial sales performance and behavioural sales performance. Ambidexterity connects to both financial and behavioural sales performance. Role ambiguity also connects to both outcomes. Marker variables listed are competitive intelligence and resistance to change. Control variables include age, education, sales experience, industry type, firm age, firm size, headquarters, customer price sensitivity, price value relative to competitors, and emotional attachment to company.Hypothesised research model