We examined the entrepreneurial orientation and sustainability orientation, a persistent and conflicting duality, of sustainable entrepreneurs and their evaluation of competing priorities in sustainability decision making. We conducted an exploratory, mixed-method study of 24 sustainable fashion firms and collected data through structured surveys and rich in-depth interviews. Through our inductive and deductive analysis, we derive three sustainability decision making profiles (singular, flexible and holistic) with distinct prioritization logic (nested, ordered and aligned, respectively). We find different configurations of entrepreneurial orientation correspond to the sustainability decision making profiles. We extend the literature by showing how the reflexivity of entrepreneurial orientation interacts with sustainability orientation.
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This paper argues for a Problem Based Learning (PBL) design that promotes digital tool usage in entrepreneurship and innovation management education, in order to develop students’ innovative behavior and entrepreneurial orientation. Survey data were collected from 89 students in Germany, the Netherlands, and Poland. The results of the study show that PBL activities positively impact students’ digital tool usage, innovative behavior, and entrepreneurial orientation. The results also provide support for the full mediating role of students’ innovative behavior in the relationship between PBL activities and students’ entrepreneurial orientation. Therefore, based on this research we encourage Higher Education Institutions to integrate effective skill sets into innovation and entrepreneurship education by integrating the usage of digital tools into PBL open-source educational resources.
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Sustainable entrepreneurs need to balance social, environmental and economic goals. However, some put sustainable goals first whereas others prioritize economic outcomes. This suggests differences in types of sustainable entrepreneurs. We study sustainable entrepreneur archetypes based on their motivations to start a venture and on their entrepreneurial orientation (EO). This is important to understand since the degrees of EO and motivations determines not only the sustainability of a venture but also its success and activities of sustainable entrepreneurs. Based on the extant literature and an exploratory, mixed-method study of 24 sustainable fashion firms we put forward four distinct sustainable entrepreneurship archetypes which differ in motivation and EO, namely: Idealists, Evangelists, Realists and Opportunists. Implications for practice, theory and future research are suggested.
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In dynamic and competitive environment, the importance of innovation is accepted as a necessary ingredients for firms to create value and sustain competitive advantage. However, very little empirical research has specifically addressed to what extent different kinds of innovation rely on specific knowledge management processes and entrepreneurial orientation. The objective of this study is to identify the different types of innovation that are predominant in companies, and how to facilitate different types of innovation activities. A questionnaire survey was conducted and 169 valid replies were received. This research analyzes the relationship among knowledge management processes, as well as entrepreneurial orientation and different types of innovation. The results from an empirical survey study reveal that organizations facilitate different types of innovation (i.e., administrative versus technical innovation) through entrepreneurial orientation and knowledge management process (i.e., knowledge acquisition, knowledge sharing and knowledge application). The results also show that the partial mediating role of knowledge management processes in the relationship between entrepreneurial orientation and different types of innovation.
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Our paper investigates the microfoundations of sustainable entrepreneurship and aims to shed light on trade-offs made in decisions about social, ecological and economic sustainability. Balancing the three dimensions of sustainability (social, ecological and economic) inherently requires choices in which one dimension or another has less optimal outcomes. There is not much known about the rationale that sustainable entrepreneurs use for making such trade-offs. Thus, we ask how does entrepreneurial orientation affect decisions and trade-offs on sustainability impact? Our study is an exploratory, qualitative study of 24 sustainable entrepreneurs. We collected data about entrepreneurial orientation and sustainability trade-offs and held in-depth interviews with a subsample of six firms. We conducted a cluster analysis based on four entrepreneurial orientations (innovativeness, proactiveness, riskiness and futurity) and three sustainability trade-off dimensions (environmental, social and economic). From the findings, we derive a typology of three types of sustainable entrepreneurs: green-conflicted, humanitarian-oriented and holistically-oriented. We uncover salient characteristics and aspects of entrepreneurial orientation in relation to trade-off decisions. We find that the entrepreneurs accept slower economic growth or lower performance in order to maintain the integrity of their social and ecological principles and values.
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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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The aim of this study is to investigate the factors affecting the entrepreneurial intention (EI) of university students. In order to do so, EI, individual entrepreneurial orientation, self-efficacy, perceived educational support, perceived relational support, perceived structural support, knowledge sharing, and gender were used within the proposed model, and the constructed hypotheses were evaluated using SEM. The findings of a survey of 268 students show that self-efficacy is the strongest influencer of students’ EI. The findings also show the mediating influence of self-efficacy on the environmental components. Additionally, male students are more likely than female students to have EI.
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Innovative work behavior has been one of the essential attribute of high performing firms, and the roles of entrepreneurial orientation and self-leadership have been important for promoting innovative work behavior. This study advances research on innovative work behavior by examining the mediating role of self-leadership in the relationship between perceived entrepreneurial orientation and innovative work behavior. Structural equation modelling is employed to analyze data from a survey of 404 employees in banking sector. The results of reliability measures and confirmatory factor analysis strongly support the scale of the study. The results from an empirical survey study in the deposit banks reveal that participants’ perceptions about high levels of entrepreneurial orientation have a positive impact on innovative work behavior. The results also provide support for the full mediating role of self-leadership in the relationship between participants’ perceptions of entrepreneurial orientation and innovative work behavior. Additionally, this study provides some implications for practitioners in the banking sector to facilitate innovative work behavior through entrepreneurial orientation and self- leadership.
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The swift enhancement of technology has affected the business environment while higher education alone no longer plays a definitive role in the employment process. To meet the emerging requirements of employers, individuals, specifically students, need to develop more entrepreneurial tendencies. The aim of this study is to investigate the factors affecting the entrepreneurial intention (EI) of university students. In order to do so, eight constructs (EI, individual entrepreneurial orientation (IEO), self-efficacy, perceived educational support, perceived relational support, perceived structural support, knowledge sharing and gender) and their items taken from existing literature were used within the proposed model, and the constructed hypotheses were evaluated using structural equation modelling (SEM). In total, 268 surveys were returned by students of various universities. The findings of this study show that self-efficacy is the strongest influencer of students’ EI. The findings also show the mediating influence of self-efficacy on the environmental components. Additionally, male students are more likely than female students to have EI. Overall, this study will help establish the influencers of EI among university students.
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Sustainability and economic growth—the integration and balance of social, environmental, and economic needs—is a salient concern for sustainable development and social well-being. By focusing on a sustainable innovation project, we explore how entrepreneurial ecosystems become sustainable entrepreneurial ecosystems and investigate the interactions of entrepreneurial actors. We conducted an inductive, single-case study of a specific collaborative innovation project in the denim industry specialized in a specific geographic location. From our data, we show that the presence of four conditional aspects foster sustainable entrepreneurial ecosystems. These include sustainability orientation of actors, recognition of sustainable opportunities and resource mobilization, collaborative innovation of sustainability opportunities, and markets for sustainable products. We make two observations that contribute to the literature. First, we see that in a sustainable entrepreneurial ecosystem, entrepreneurial experimentation is a highly interdependent and interactive process. Second, we see that recognition of sustainable opportunities is distributed among different actors in the ecosystem. Our findings also have implications for practitioners and policy-makers.
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