Abstract
This research examines an individual manager's proclivity to innovate as a dichotomy between an administrative and entrepreneurial focus. The authors investigate five situation factors that may impact on this proclivity. Using 102 responses from business professionals throughout Europe and the USA, differences in proclivity to innovate were statistically tested for varying subgroups and situation factors across a range of managerial activities. The results provided new insights into business development through descriptions of the business development manager's dichotomy of, on the one hand, implementing best practice and, on the other hand, pursuing innovation through entrepreneurial action.