Figure 2.
The structural model has individual entrepreneurial orientation linked to role ambiguity, ambidexterity, selling performance, and behaviour performance. Ambidexterity connects to behaviour performance, and role ambiguity connects to both selling and behaviour performance. Selling performance and behaviour performance are central outcome nodes with multiple incoming paths. Numerous control variables are connected to both outcomes, including resistance to change, competitive intelligence, price value versus competitors, emotional attachment to company, age, sex, firm size, B 2 B versus B 2 C, job experience, discretionary industry, sales versus account manager, and manager versus non-manager. Each path is labelled with coefficient values indicating positive or negative relationships.Final structural model