Ent300 - Module02 - Entrepreneurial Behavior & Competencies

ENT/ETR300 FUNDAMENTALS OF ENTREPRENEURSHIP
ENTREPRENEURIAL MOTIVATION & COMPETENCY
Chapter 2
ENTREPRENEURIAL
MOTIVATION AND
COMPETENCIES
Assoc. Prof. Dr Nawawi B Mohd Jan

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
2
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.
3
Contd 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.
4
Motivation theorists have pointed out that

at least three general categories of social
motives as important determinant of
human behavior:
The need for Achievement (n Ach)
The need for Power (n Pow)
The need for Affiliation (n Aff)
5

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.
6
All three motives may exist together in a

person
But one usually more dominant than the
other motives for most of the individuals
actions.
7
1. 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.
8
2. High need for Power (high n Pow)
Individual with high need for power

(high n Pow) normally seek position of
leadership.
They potentially to be good managers,
executive or supervisors.
9
3. High Need for Affiliation (n Aff)

High need for Affiliation (n Aff) has mostly
been associated with individual whose desire
in life is to establish, maintain or renew
affective relationship with others.
They potentially to be good social workers
As an entrepreneur the need for affiliation to
certain extent may contribute to the drive for
maintaining effective business networking.
10
Common Characteristics Associated with

ACHIEVEMENT Oriented Entrepreneurs
1. Drive to Achieve
Internally driven self starter with strong desire
to:
To compete with others
To excel with self imposed standard
To pursue and attain challenging goal
11
Contd Common Characteristics Associated with

Achievement Oriented Entrepreneurs
2. Calculated Risk Taking

High Achiever tend to take moderated or
calculated risk
Examining the situation and determine
how to increase the chance of winning a
business situation
They make their effort to get the odds in
their favor
They do not take unnecessary risks 12

3. Internal Locus of Control

They belief that success or failure is
determined by their own effort.
They belief in themselves
They do not belief that success or failure of
their ventures were determined by fate or luck
This behavior is consistent with self confidence
and desire to take personal responsibility
13

4. Tolerance for Failure

High achievers take failure as a learning
experience.
Do not easily become disappointed, distress
or discouraged by any setback or difficulties
faced in the midst of business competition.
Many successful entrepreneurs belief that
they learn more from their earlier failure than
from their earlier success.
14

5. Seeking Feedback
They have strong desire to actively seek and
used feedback to know how well they are
doing and how to improve their performance.
Most successful entrepreneurs are quick
learners
15

6. Integrity and Reliability

Integrity and reliability help to build and sustain
trust and confidence
This helps to endure the relationship between
entrepreneurs, partners, customers, suppliers
and stakeholders.
16
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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ContdCompetence 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.
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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
19
13 Entrepreneurial Competencies
by McClelland and McBer (1985)
1. Initiative
The entrepreneur should be able to take actions that go
beyond his job requirements and to act faster. He is
always ahead of others and able to become a leader in
the field of business.
Examples
Does things before being asked or compelled by the
situation.
Acts to extend the business into new areas, products or
services
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ContdEntrepreneurial Competencies
McClelland and McBer (1985)
2. Sees and Acts on Opportunities

An entrepreneur always looks for and takes action on
opportunities.
Examples
Sees and acts on new business opportunities
Seizes unusual opportunities to obtain financing,
equipment, land, work space or assistance
21
3. Persistence
An entrepreneur is able to make repeated efforts or to
take different actions to overcome an obstacle that get
in the way of reaching goals.
Examples
Takes repeated or different actions to overcome an
obstacle
Takes action in the face of a significant obstacle
22
4. Information Seeking
An entrepreneur is able to take action on how to seek
information to help achieve business objectives or clarify
business problems.
Examples
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 23
Entrepreneurial Competencies
5. Concern for High Quality of Work

An entrepreneur acts to do things that meet certain
standards of excellence which gives him greater
satisfaction.
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
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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 25
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.
26
8. Systematic Planning
An entrepreneur develops and uses logical, step-by-
step 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
27
9. Problem Solving
Successful entrepreneur identifies new and potentially
unique ideas to achieve his goals.
Example
Switches to an alternative strategy to reach a goal
Generates new ideas or innovative solutions
28
10. Self-Confidence
A successful entrepreneur has a strong belief in self
and own abilities.
Examples
Expresses confidence in own ability to complete a
task or meet a challenge
Sticks with own judgment in the face of opposition or
early lack of success
29
11. Assertiveness
An entrepreneur confronts problems and issues with
others directly.
Examples
Confronts problems with others directly
Tells others what they have to do
Reprimands or disciplines those failing to perform as
expected
30
12. Persuasion
An entrepreneur can successfully persuade or influence
others for mobilizing resources, obtaining inputs, organizing
productions and selling his products or services.
Examples
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 31
13. Use of Influence Strategies

An entrepreneur is able to make use of influential
people to reach his business goals.
Examples
Acts to develop business contracts
Uses influential people as agents to accomplish own
objectives
Selectively limits the information given to others
Uses a strategy to influence or persuade others
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END OF MODULE 2
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ENT/ETR300 FUNDAMENTALS OF ENTREPRENEURSHIP

ENTREPRENEURIAL MOTIVATION & COMPETENCY

Assoc. Prof. Dr Nawawi B Mohd Jan

By the end of the session, students should

What make people responsive to

Contd Entrepreneurial Motivation

Motivational theories are based on the

Contd Entrepreneurial Motivation

Motivation theorists have pointed out that

Contd Entrepreneurial Motivation

Contd Entrepreneurial Motivation

All three motives may exist together in a

1. High Need for Achievement (high n Ach)

High need for Achievement (high n Ach) has

2. High need for Power (high n Pow)

Individual with high need for power

3. High Need for Affiliation (n Aff)

Common Characteristics Associated with

Contd Common Characteristics Associated with

2. Calculated Risk Taking

Contd Common Characteristics Associated with

3. Internal Locus of Control

Contd Common Characteristics Associated with

4. Tolerance for Failure

Contd Common Characteristics Associated with

Contd Common Characteristics Associated with

6. Integrity and Reliability

The term "ENTREPRENEURIAL

2. Sees and Acts on Opportunities

5. Concern for High Quality of Work

6. Commitment to Work Contract

13. Use of Influence Strategies

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