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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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 research, supported by our partners, sets out to understand the drivers and barriers to sustainable logistics in port operations using a case study of drone package delivery at Rotterdam Port. Beyond the technical challenges of drone technology as an upcoming technology, it needs to be clarified how drones can operate within a port ecosystem and how they could contribute to sustainable logistics. KRVE (boatmen association), supported by other stakeholders of Rotterdam port, approached our school to conduct exploratory research. Rotterdam Port is the busiest port in Europe in terms of container volume. Thirty thousand vessels enter the port yearly, all needing various services, including deliveries. Around 120 packages/day are delivered to ships/offices onshore using small boats, cars, or trucks. Deliveries can take hours, although the distance to the receiver is close via the air. Around 80% of the packages are up to 20kg, with a maximum of 50kg. Typical content includes documents, spare parts, and samples for chemical analysis. Delivery of packages using drones has advantages compared with traditional transport methods: 1. It can save time, which is critical to port operators and ship owners trying to reduce mooring costs. 2. It can increase logistic efficiency by streamlining operations. 3. It can reduce carbon emissions by limiting the use of diesel engines, boats, cars, and trucks. 4. It can reduce potential accidents involving people in dangerous environments. The research will highlight whether drones can create value (economic, environmental, social) for logistics in port operations. The research output links to key national logistic agenda topics such as a circular economy with the development of innovative logistic ecosystems, energy transition with the reduction of carbon emissions, societal earning potential where new technology can stimulate the economy, digitalization, key enabling technology for lean operations, and opportunities for innovative business models.
Het doel van dit interdisciplinaire SIA KIEM project Fluïde Eigenschap in de Creatieve Industrie is te onderzoeken of en hoe gedeelde vormen van eigenaarschap in de creatieve industrie kunnen bijdragen aan het creëren van een democratischer en duurzamer economie, waarin ook het MKB kan participeren in digitale innovatie. Het project geeft een overzicht van beschikbare vormen van (gedeeld) eigenaarschap, hun werking en hoe deze creatieve professionals kunnen ondersteunen bij de transitie naar de platformeconomie. Dit wordt toegepast op een concrete case, dat van een digitale breimachine. Naast het leveren van een goede praktijk, moet het project leiden tot een groter internationaal onderzoeksvoorstel over Fluid Ownership in the Creative Industry, dat dieper ingaat op de beschikbare eigendomsoplossingen en hoe deze waarde zullen creëren voor de creatieve professional.
