Only recently have scholars begun to explore the cross-section connection of entrepreneurship and personal selling and introduced the notion of entrepreneurial selling. This study contributes to the emerging debate by addressing the personal selling role of business owners of small and medium-sized enterprises (SMEs) in the business-to-business (B-to-B) market in the context of failure. It examines how business owners make sense of their entrepreneurial selling activities and how underperformance in this role contributes to failure. Based on a literature review and interviews, the paper concludes that entrepreneurial selling is a crucial activity for preventing business failure and one that business owners recognize. Reasons for underperformance include business owners spending too little time on selling, their lack of personal selling skills, and procrastinating their selling activities. Answering the “bird-in-the-hand sales means” questions can produce either success or failure. Future research avenues are then suggested.
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The adoption of social media (web 2.0) in the e-marketing strategy of small and medium enterprises (SMEs) is not yet researched much. Research findings in bigger companies in the USA, Europe and the Netherlands suggest that the issue is high on the think list of marketers and entrepreneurs. But what are the drivers and barriers for small and medium enterprises to make, execute, and further develop their strategy on social media? This paper places the perceptions and actions of 10 SMEs in the Netherlands in the Stages of Growth for e-Business model (SOG-e model) which focuses on e-business maturity. Findings are that general expectations and customer wishes are important drivers and that, besides time and money, the fear of negative comments on the Internet are important barriers.
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In this paper Ill discuss the first outcomes of an explorative research concerning the consultancy projects of a consultancy-based learning programme (Minor Consultancy 2006 - 2007, half-year bachelor programme University of Applied Sciences, Hogeschool Utrecht, The Netherlands). In order to improve the programme on consultancy and to get information on the phenomenon of small business1 consultancy, we explored the success and failures of junior and senior consultants in 8 small business consultancy cases. Junior consultants reviewed their experiences by using elements of the Critical Incident Technique (determining and reviewing just after finishing the projects). What, when and how did they learn and was at the same time effective and beneficial for the client / project? Clients and senior consultants were interviewed and we explored their perceptions of performance, interaction and learning. First results indicate that clients perceive the performance of junior consultants as positive. Juniors and clients need to collaborate in order to achieve adequate project results. Junior consultants / students learn from their consultancy experience. They improve their communication skills and become more self-assure in the relation with a client. Senior consultants / teaching staff members learn from juniors and become aware of their complex role. Clients need reflection to understand that they have learned during the project and consultancy can bee seen as a learning opportunity. Future research: we want to continue to collect process-data of small business consultancy cases in order to get a better understanding of the practice of small business consultancy and (consultancy-based) learning.
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The focus of this project is on improving the resilience of hospitality Small and Medium Enterprises (SMEs) by enabling them to take advantage of digitalization tools and data analytics in particular. Hospitality SMEs play an important role in their local community but are vulnerable to shifts in demand. Due to a lack of resources (time, finance, and sometimes knowledge), they do not have sufficient access to data analytics tools that are typically available to larger organizations. The purpose of this project is therefore to develop a prototype infrastructure or ecosystem showcasing how Dutch hospitality SMEs can develop their data analytic capability in such a way that they increase their resilience to shifts in demand. The one year exploration period will be used to assess the feasibility of such an infrastructure and will address technological aspects (e.g. kind of technological platform), process aspects (e.g. prerequisites for collaboration such as confidentiality and safety of data), knowledge aspects (e.g. what knowledge of data analytics do SMEs need and through what medium), and organizational aspects (what kind of cooperation form is necessary and how should it be financed).Societal issueIn the Netherlands, hospitality SMEs such as hotels play an important role in local communities, providing employment opportunities, supporting financially or otherwise local social activities and sports teams (Panteia, 2023). Nevertheless, due to their high fixed cost / low variable business model, hospitality SMEs are vulnerable to shifts in consumer demand (Kokkinou, Mitas, et al., 2023; Koninklijke Horeca Nederland, 2023). This risk could be partially mitigated by using data analytics, to gain visibility over demand, and make data-driven decisions regarding allocation of marketing resources, pricing, procurement, etc…. However, this requires investments in technology, processes, and training that are oftentimes (financially) inaccessible to these small SMEs.Benefit for societyThe proposed study touches upon several key enabling technologies First, key enabling technology participation and co-creation lies at the center of this proposal. The premise is that regional hospitality SMEs can achieve more by combining their knowledge and resources. The proposed project therefore aims to give diverse stakeholders the means and opportunity to collaborate, learn from each other, and work together on a prototype collaboration. The proposed study thereby also contributes to developing knowledge with and for entrepreneurs and to digitalization of the tourism and hospitality sector.Collaborative partnersHZ University of Applied Sciences, Hotel Hulst, Hotel/Restaurant de Belgische Loodsensociëteit, Hotel Zilt, DM Hotels, Hotel Charley's, Juyo Analytics, Impuls Zeeland.
Physical rehabilitation programs revolve around the repetitive execution of exercises since it has been proven to lead to better rehabilitation results. Although beginning the motor (re)learning process early is paramount to obtain good recovery outcomes, patients do not normally see/experience any short-term improvement, which has a toll on their motivation. Therefore, patients find it difficult to stay engaged in seemingly mundane exercises, not only in terms of adhering to the rehabilitation program, but also in terms of proper execution of the movements. One way in which this motivation problem has been tackled is to employ games in the rehabilitation process. These games are designed to reward patients for performing the exercises correctly or regularly. The rewards can take many forms, for instance providing an experience that is engaging (fun), one that is aesthetically pleasing (appealing visual and aural feedback), or one that employs gamification elements such as points, badges, or achievements. However, even though some of these serious game systems are designed together with physiotherapists and with the patients’ needs in mind, many of them end up not being used consistently during physical rehabilitation past the first few sessions (i.e. novelty effect). Thus, in this project, we aim to 1) Identify, by means of literature reviews, focus groups, and interviews with the involved stakeholders, why this is happening, 2) Develop a set of guidelines for the successful deployment of serious games for rehabilitation, and 3) Develop an initial implementation process and ideas for potential serious games. In a follow-up application, we intend to build on this knowledge and apply it in the design of a (set of) serious game for rehabilitation to be deployed at one of the partners centers and conduct a longitudinal evaluation to measure the success of the application of the deployment guidelines.
De markt vraagt om steeds meer productvariëteit. Veel bedrijven realiseren productvariëteit nu met veel klant-specifiek engineeringswerk (Engineer-to-Order/EtO). Dit zet druk op alle afdelingen in het bedrijf zoals sales, engineering, productie en service. Een uitdagende manier voor deze bedrijven, om beter met het spanningsveld tussen externe en interne eisen om te gaan, is het ontwikkelen van meer configureerbare producten (lego principe}. Hiervoor is een modulaire opbouw van het product nodig waarin verschillende productonderdelen gestandaardiseerd zijn en gebruikt kunnen worden in verschillende eindproducten. Zo kan, met minder engineeringsactiviteiten, een product geconfigureerd worden (Configure-to-Order/CtO) en de klant productvariëteit worden geboden zonder alle interne druk. Voor diverse bedrijven vormen ook de mogelijkheden van Industry 4.0 en sustainabilty ambities belangrijke drivers in hun streven naar meer CtO. Het implementeren van CtO is echter niet eenvoudig. Het vraagt om aanzienlijke capaciteit, kennis en kunde op het gebied van productontwikkeling, procesontwikkeling en het veranderproces. Betrokkenheid van medewerkers uit alle belangrijke afdelingen (verkoop, engineering, productie, service etc.) is een vereiste. Mkb-bedrijven worstelen hiermee en hebben behoefte aan goede tools en technieken, zowel inhoudelijk, over de ontwikkeling van de productarchitectuur en de impact hiervan op de bedrijfsprocessen, als veranderkundig, hoe deze transitie tot stand te brengen. In dit Sia RAAK-mkb onderzoek willen wij samen met productie mkb-bedrijven, kennisinstellingen en brancheorganisaties een integrale aanpak ontwikkelen om CtO op een goede manier te implementeren. De deelnemende mkb-bedrijven hebben de duidelijke wens om dit de komende jaren te doen. Voor de specifieke casussen zullen met casestudies en interventieonderzoek aanpakken ontwikkeld worden. Studentprojecten zullen ondersteuning geven aan de verschillende interventies. Vervolgens zal systematisch case-vergelijkend onderzoek worden uitgevoerd om inzicht te krijgen in wat in welke situatie werkt. Op basis van het case-vergelijkend onderzoek worden tools en technieken ontwikkeld die enerzijds generiek zijn en anderzijds kunnen worden aangepast aan specifieke bedrijfssituaties.
