Purpose: Preventing business failure remains a significant challenge for small businesses in the Netherlands. Given their importance for the Dutch economy, understanding the causes of business failure and equipping business owners with strategies for resilience is imperative. This dissertation seeks to address this challenge by examining the sales role of business owners, referred to as ‘Entrepreneurial Selling,’ within the context of small-scale Dutch businesses. The goal is to identify how business owners can develop effective sales behaviors to mitigate the risk of failure and enhance the long-term viability of their businesses. The research into Entrepreneurial Selling is rising, yet further advancements, including this dissertation, are required to better support business owners in their continuous sales responsibilities. The main research question, therefore, is: How do small-scale business owners in the Netherlands behave in their Entrepreneurial Selling role and how can they become more effective in their sales behavior? Methods: To address the research question, a multimethod research approach is utilized. The research design comprises a literature review, three progressively linked studies, and practical applications. The first study (Chapter 4) involves a content re-analysis of 55 interviews to underscore the pivotal nature of Entrepreneurial Selling in preventing business failure. The second study (Chapter 5) conducts 12 semi-structured interviews, employing thematic analysis to categorize business owners' sales behaviors based on their entrepreneurial motivations. In the third study (Chapter 6), quantitative methods are employed (N=276) to explore the relationship between Entrepreneurial Selling Role Orientation (ESRO) and effective sales behavior. These studies provide the foundation for the practical applications developed in collaboration with practitioners (Chapter 7).Findings: The first study found that Entrepreneurial Selling is a crucial activity for preventing business failure and one that business owners recognize. Reasons for underperformance can include business owners allocating inadequate time to selling, deficient sales skills, and procrastination of sales activities. The subsequent studies build on this foundation. The second study introduces an Entrepreneurial Selling typology, linking business owners' motivations with their sales role strategies, offering insights into how motivations influence sales behavior. The third study introduces the concept of ESRO and substantiates its impact on sales behavior. Furthermore, a positive connection is identified between sales training and effective sales practices. The findings of the studies are individually applied to Sarasvathy’s Bird-in-Hand principle of Effectuation theory and are synthesized within the Entrepreneurial Selling Matrix. Originality/Value: This dissertation contributes to the Entrepreneurial Selling field by advancing our understanding of the business owners’ sales role in enhancing business resilience. It underscores the connection between ineffective sales practices and business failure and delves deeper by investigating the interplay between entrepreneurial motives and ESRO on sales behavior. Additionally, this study bridges the gap between entrepreneurship- and sales research by applying the Bird-in-Hand principle to business owners' sales behavior. In practical terms, the research's outcomes are twofold. First, it refines the Entrepreneurial Selling Matrix, providing a pragmatic typology that aids sales training practitioners in guiding business owners toward aligning sales behaviors with entrepreneurial goals. Second, it introduces an Entrepreneurial Selling Training Program, accompanied by tools, facilitating sales trainers in evaluating and improving current and desired sales behaviors. This practical approach contributes directly to nurturing resilient and thriving businesses.
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Introduction: Digital technologies , such as big AI and cloud computing are driving digital transformation (DT) in organizations. The World Economic Forum ( reports that over 75% of organizations plan to adopt these technologies within five years, leading to a skills disruption as employees lack the necessary skills for DT. HRM departments are responsible for preparing their workforce for DT through reand upskilling initiatives (Ivaldi et al., 2022; Vereycken et al., To adapt HRM’s strategic talent management for tailored re and upskilling, insight is needed in workforce DT skills mastery. The objective of this study is to develop a validated instrument for measuring workforce DT skills mastery, building upon the Digital Transformations Skills Framework ( (Bouwmans et al., 2022, 2024). The instrument is a self assessment tool, allowing individuals to evaluate their proficiency across various skill dimensions.
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Entrepreneurship stands high on the political European agenda. Its meaning is twofold: entrepreneurship as a career opportunity, or as a competency. Following the statement made in Europe, national governments have defined an urgent need to stimulate entrepreneurial talent and motivate students to become entrepreneurs to start and develop new businesses that will generate employment and create economic and social wealth. Developing entrepreneurship education and training initiatives is one way of helping to achieve this goal. According to the European commission (2008), the teaching of entrepreneurship is not yet sufficiently integrated in higher education institutions' curricula. So the real challenge is to build campus-wide, inter-disciplinary approaches, making entrepreneurship education accessible to all students. At The Hague University of Applied Sciences we develop programs to stimulate entrepreneurship. The question is: to what extent do these programs contribute towards the development of entrepreneurial competencies, in other words: can entrepreneurship be taught? And furthermore, to what extent do the programs contribute to the success of new start-ups by students that followed our programs? Over the last five years time more than 200 students have taken part in three different electives developed in our centre. Some of the findings of our research are that students indeed develop entrepreneurial competencies (Harkema & Schout, 2008). This can partly be attributed to the pedagogical concept underlying the programs. The next step is to determine whether the acquired competencies developed in the program among students that have set up their own business, help them in their business and are accountable for their business success. In this paper we report on the preliminary findings of our research among a sample group of alumni that have followed different programs and set up their own business.
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INLEIDING: De Hogeschool Utrecht heeft op basis van praktijkgericht onderzoek een innovatief modulair bouwconcept (#SELFIECIENT) ontwikkeld. Met diverse gestandaardiseerde modulaire bouwdelen van #SELFIECIENT kan eenvoudig een bouwgevel worden samengesteld, en daarmee een gehele woning. Met behulp van deze SIA RAAK TAKE OFF subsidie wordt dit concept nu door enkele ondernemende studenten omgezet naar een marktwaardig product. HET PROBLEEM: #SELFIECIENT tackelt drie belangrijke uitdagingen in de huidige bouwsector / gebouwde omgeving op een nieuwe en innovatieve wijze, te weten 1) de ontwikkeling van circulaire en klimaat neutrale woningen, 2) de ontwikkeling van betaalbare woningen en 3) de ontwikkeling van flexibele / adaptieve woningen. DE OPLOSSING: De oplossing voor bovengenoemde uitdagingen ligt in het industrieel vervaardigen van modulaire bouwdelen op basis van circulaire materialen, die de realisatie van een comfortabele, betaalbare, klimaat neutrale en adaptieve woning garanderen = #SELFIECIENT. DE INNOVATIE: De modulaire bouwdelen van #SELFIECIENT hebben de volgende innovatieve eigenschappen. 1) Revolutionair is het ontwikkelen van geïntegreerde multifunctionele bouwdelen die in diverse marktsegmenten toegepast kunnen worden; 2) Schaalbaarheid door middel van (open source) standaardisatie en de mogelijkheid van hergebruik. 3) Industrialisatie van het productieproces van de modulaire bouwgevels waardoor goedkoop en milieuvriendelijke kan worden geproduceerd; 4) Vanuit externe industrieën zoals o.a. de ICT en duurzame energie sector ontstaan nieuwe producten die kunnen worden geïntegreerd in woning en die leiden tot nieuwe businesscases en exploitatie modellen. Voorbeelden zijn gedistribueerde IT-servers en lokale accu opslag systemen. MARKTANALYSE / VERDIENMODEL: De modulaire bouw elementen kennen een brede toepasbaarheid, waardoor er een groot marktpotentieel is. Voorbeelden zijn woningrenovatie, nieuwbouw, de toenemende vraag naar levensloopbestendige woningen, woningen voor vluchtelingen, en renovatie van kantoorpanden. Slechts een miniem marktaandeel in de renovatie of nieuwbouw betekent al een omzet van meer dan miljoenen euro’s. Er zijn zover bekend geen andere aanbieders van gelijksoortige producten op de markt. Het te verwachten verdienmodel is gebaseerd op de verkoop van de modulaire bouwdelen of een leen/lease exploitatie van de modulaire bouwdelen. DOEL VAN HET PROJECT / BUDGET (39900€): Het doel van het project is drieledig: 1) het uitwerken van het ontwerp van de modulaire bouwdelen op basis van eerdere ontwerpen en ideeën uit praktijkgericht onderzoek (14960€); 2) het maken van een proof-of-principle van het modulaire bouwdeel (13320€); 3) het uitvoeren van een haalbaarheidsstudie (8560€); en 4) het versterken van de entrepreneurial skills (3060€.). PROJECT TEAM: Een sterk team is gevormd om dit modulaire bouwconcept door te zetten naar een bijzonder bedrijf. Het team bestaat uit 3 ondernemende studenten, onderzoekers en lectoren verbonden aan het lectoraat Nieuwe Energie in de Stad, docenten van de opleiding werktuigbouwkunde en bouwkunde, en een ervaren entrepreneur. De studenten zijn al vroeg tijden hun opleiding gespot als bijzonder initiatiefrijk, gedreven en ondernemende studenten. Het studententeam bestaat uit een goede mix van werktuigbouwkunde, bouwkunde en technische bedrijfskunde.
Promoting entrepreneurship is an enabler of smart, sustainable and inclusive growth and it is one objective EU regions have pursued since the EC included it into 2020 Strategy. Entrepreneurship development has economic and social benefits, since it is not only a driving force for job creation, competitiveness and growth; it also contributes to personal fulfillment and to achieve social objectives. That is why the EU encourages entrepreneurial initiatives and to unlock the growth potential of businesses and citizens. However, only a 37% of Europeans (Eurobarometer 2012) would like to be self-employed. The Entrepreneurship Action Plan adopted by the EC in 2013 to reignite Europe’s entrepreneurial spirit includes initiatives for educating young people on entrepreneurship. To ensure that EU economy remains globally competitive, young generations of Europeans need to be inspired to develop their entrepreneurial mindset. EU 2020 Action Plan argues that young people benefitting of a specialised entrepreneurial education are more likely to start-up a business and to better tackle challenges in their professional career and life in general. Hence, there is good reason to ensure better quality of entrepreneurial education. Most approaches in recent years have focused on improving the skills or competences youngsters should obtain only within the education system. However, an integrated approach is needed, where the school, their friends, family and the social environment, shall play each one a relevant role, contributing to generate a more adequate atmosphere to boost their entrepreneurial mindsets, intrapreneurial attitudes and innovation capacities. This project will identify and exchange – through a quadruple helix approach- good practices for creating friendlier entrepreneurial ecosystems and actions to boost entrepreneurship in young people mindsets. The good practices and lessons learnt will be transferred into Action Plans to be included in regional policies.
I-DEMO aims at supporting EU tourism professionals in acquiring and developing key competences in game-based tourism in order to foster innovation and improve overall tourism organizations’ performance. Societal IssueIn the tourism sector occurs skills mismatch between offer and demand. The tourism market presents new needs, such as increasing employability of the tourism workforce. i-DEMO will foster and provide grounds for national and cross-border cooperation in the field of professional competencies.Benefit to societyThe specific objects on i-DEMO are: Enhancing specific skills and competences of DMO professionals and VET students in relation to creative game-based tourism.Designing an innovative and needs-oriented on-line training course “Game-based Tourism”, offered through an online platform, which integrates several sector-specific and transversal skills, including digital, entrepreneurial, and soft skills.Providing DMO professionals and VET students an I-DEMO toolkit to apply gamification and creative strategies in planning innovative and inclusive tourism offer and services. The toolkit includes guidelines and a Visual Virtual Map of EU good practices of creative strategies linked to game-based tourism.Enhancing the replicability potential of project results outside of the partners’ destinations.Collaborating partnersTIMESIS SRL, Italy (Lead Partner); The Phoenicians’ Route – Cultural Route of the Council of Europa based in Italy; Associazione Culturale Tuo Museo, Italy; Pafos Regional Board of Tourism, Cyprus; Stichting Breda University of Applied Sciences, Netherlands; Hellenic Open University, Greece; ACIF – Industrial and Commercial Association of Funchal – Chamber of Commerce and Industry of Madeira (Portugal); Wojewodztwo Kujawsko Pomorskie, Poland.