How entrepreneurial orientation impacts sales growth | The Oxford Review - OR Briefings

How entrepreneurial orientation impacts sales growth

Research Briefing

Keywords: entrepreneurship, entrepreneurial orientation, sales growth, sales, absorptive capacity, learning, strategic learning, organisational agility

There has been a huge amount of interest in the concept of entrepreneurial orientation and its ability to increase, for example:

  • Innovation and innovation performance and behaviours
  • Creativity
  • Sales performance
  • Experimentation and risk-taking
  • General individual and organisational performance
  • Speed of response
  • Organisational agility and adaptive capacity

Recently, studies have started to show that the relationship between entrepreneurial orientation and its outcomes is complex and anything but direct and linear. In other words, entrepreneurial orientation on its own is not a sufficient and necessary factor for many of the outcomes observed. The impact entrepreneurial orientation has appears to be facilitated by a number of factors. Previous studies have found that:

  • resources, particularly financial resources
  • transformational leadership
  • resource planning, organisation and adaptation capability
  • organisational and strategic learning, including absorptive capacity for the rate

at which individuals and the organisation can learn all appear to have an effect on the impact that entrepreneurial orientation has.

Get the full research briefing including all references


About our research briefings


Not a member?

Apply to join now and get:


  1. Weekly research briefings sent direct to you every week
  2. A copy of the Oxford Review containing between twelve and sixteen additional research briefings every month
  3. Research Infographics
  4. Video research briefings.
  5. Special reports / short literature reviews on topics that appear to be getting a lot of research attention or if there has been a recent shift in the thinking or theory
  6. The ability to request a watch list for new research in keyword areas (as long as it is within the realms of:
    1. Leadership
    2. Management
    3. Human resources (not legal aspects)
    4. Organisational development
    5. Organisational change
    6. Organisational learning
    7. Learning and development,
    8. Coaching
    9. Work Psychology
    10. Decision making
  7. Request specific research / brief literature reviews
  8. Access to the entire archive of previous research briefings, copies of the Oxford Review, infographics, video research briefings and special reports.
  9. Access to Live Reports – continually updated as new research on the topic is released
  10. Members only podcasts – research briefings in audio – coming soon
  11. Live continually updated reports


Be the most up-to-date person in the room

Apply to join now

Be impressively well informed


Get the very latest research intelligence briefings, video research briefings, infographics and more sent direct to you as they are published

Be the most impressively well-informed and up-to-date person around...

Powered by ConvertKit
Like what you see? Help us spread the word