The role of (entrepreneurial) universities as change agents in regional economic development has been highlighted before, but how they can drive regional sustainable development in developing countries has been largely neglected hitherto. Using qualitative methods, we show how being confronted with adverse poverty and pollution in the local context, can drive a university to develop a sustainability vision that accordingly becomes the driver of institutional change. We demonstrate how local campus leadership, a holistic teaching and research program, and student involvement ensued significant local effects in the short run. Yet, we also show how liabilities of smallness hinders the creation of significant sustainable local impact. Instead, the campus became an incubation space for novel institutional practices for regional development. Indeed, the most promising initiatives were spun back into the original campus for their scale-up phase. This study advances insights on the entrepreneurial university by, first, presenting universities as drivers for sustainable change through education and outreach rather than via traditional commercialization activities, notably in developing countries. Second, it shows the risks and value of creating a separate space for novel concepts for sustainable development to be tested out before bringing these back to the principal location.
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.
MULTIFILE
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.
This research is dedicated to the study of marketing opportunities and consumer behavior, as well as the impact of technology on marketing relationships (eg, interorganizational, company-consumer). It is also in its interest to explore the form and nature of the entrepreneurial phenomenon beyond the contexts in which it can occur. A sub-area of specialization that has been deserving special interest is that of entrepreneurial skills. Another area of commitment is related to information systems and information technology with decision support in organizations.Partners: CAPES Conselho Nacional de Desenvolvimento Científico e Tecnológico (Brazil), Federal University of Pernambuco (Brazil)
