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Learning Outcomes By the end of the session, students should be able to: Explain and demonstrate the key entrepreneurial motivation and Explain and demonstrate competencies of successful entrepreneurs
Entrepreneurial Motivation
What make people responsive to opportunity? What drive them to entrepreneurship? Answering these question entail the examination of entrepreneurial motivation Motivation is defined as a drive that cause a person to take some goal oriented action
Entrepreneurial Motivation Motivational theories are based on the idea that behavior is essentially purposeful and directed towards the attainment of certain goal
Thus entrepreneurial motivation is viewed as the willingness of an entrepreneur to sustain his or her entrepreneurial behavior
Entrepreneurial Motivation Motivation theorists have pointed out that at least three general categories of social motives as important determinant of human behavior:
Entrepreneurial Motivation
The need for achievement (n Ach) Achievement motive - drive to do well, strive for excellence and overcome challenges and obstacles in the pursuit of goal The need for Power (n Pow) Power motive - drive to control, influence and to have impact on others and change the situations The need for affiliation (n Aff) Affiliation motive - drive to establish, maintain or renew affective relationship with others
Entrepreneurship Dept, FBM (2009) ETR/ENT300 MODULE 2 : ENTREPRENEURIAL MOTIVATION AND COMPETENCIES 6
Entrepreneurial Motivation
High need for achievement (high n Ach) High need for achievement (high n Ach) has been identified as the critical motive that influence for most of venture creation and entrepreneurship Individual with high need for achievement found in most good business founder Need for achievement also known as urge to improve
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Competence motivation
Besides the three social motives, a successful entrepreneur should also have the competence motivation Competence motivation is a drive to do high quality work
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Competence motivation
Competence motivated entrepreneur seek mastery in job or tasks that they are undertaking, develop problem solving skill and strive to be innovative In general they tend to perform good work because the inner satisfaction they feel and esteem they gain from others due to their competence
Entrepreneurship Dept, FBM (2009) ETR/ENT300 MODULE 2 : ENTREPRENEURIAL MOTIVATION AND COMPETENCIES 18
PERSONAL ENTREPRENEURIAL COMPETENCIES (PECs) The term "ENTREPRENEURIAL COMPETENCIES" refers to the key characteristics that should be possessed by successful entrepreneurs in order to perform entrepreneurial functions effectively
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Examples
Takes repeated or different actions to overcome an obstacle Takes action in the face of a significant obstacle
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Does personal research on how to provide a product or service Consults experts or experienced persons to get relevant information Seeks information or asks questions to clarify a client's or a supplier's need Personally undertakes market research, analysis or investigation Uses contacts or information networks to obtain useful information
Entrepreneurship Dept, FBM (2009) ETR/ENT300 MODULE 2 : ENTREPRENEURIAL MOTIVATION AND COMPETENCIES 23
Examples
States a desire to produce or sell a top or better quality product or service Compares own work or own company's work favorably to that of others
Entrepreneurship Dept, FBM (2009) ETR/ENT300 MODULE 2 : ENTREPRENEURIAL MOTIVATION AND COMPETENCIES 24
Entrepreneurial Competencies
McClelland and McBer (1985)
6. Commitment to Work Contract An entrepreneur places the highest priority on getting a job completed. Examples Makes personal sacrifice or expends extraordinary effort to complete a job Accepts full responsibility for problems in completing a job for customers Pitches in with workers or works in their place to get the job done Expresses a concern for satisfying the customer
Entrepreneurship Dept, FBM (2009) ETR/ENT300 MODULE 2 : ENTREPRENEURIAL MOTIVATION AND COMPETENCIES 25
Entrepreneurial Competencies
McClelland and McBer (1985)
7. Efficiency Orientation A successful entrepreneur always finds ways to do things faster or with fewer resources or at a lower cost. Examples Looks for or finds ways to do things faster or at less cost Uses information or business tools to improve efficiency Expresses concern about costs vs. benefits of some improvement, change, or course of action
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Entrepreneurial Competencies
McClelland and McBer (1985)
8. Systematic Planning An entrepreneur develops and uses logical, step-bystep plans to reach goals. Examples
Plans by breaking a large task down into sub-tasks Develops plans that anticipate obstacles Evaluate alternatives Takes a logical and systematic approach to activities
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Convinces someone to buy a product or service Convinces someone to provide financing Convinces someone to do something else that he would like that person to do Asserts own competence, reliability, or other personal or company qualities Asserts strong confidence in own company's products or services
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END OF MODULE 2