ENTREPRENEURIAL ENTREPRENEURIAL MOTIVATION AND MOTIVATION AND COMPETENCIESCOMPETENCIES

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

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.

• 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.

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.• All three motives may exist together in a person • But one usually more dominant than the other motives for most

of the individual’s actions.

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.

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.

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.

1. Drive to achieve Internally driven self starter with strong desire to:i. To compete with othersii. To excel with self imposed standardiii. To pursue and attain challenging goal

2. Calculated risk takingi.High achiever tend to take moderated or calculated risk

ii.Examining the situation and determine how to increase the chance of winning a business situation

iii.They make their effort to get the odds in their favor

iv.They do not take unnecessary risks

Common characteristics associated with achievement oriented entrepreneurs

3. Internal locus of controli. They belief that success or failure is determined by their own effort.ii. They belief in themselvesiii. They do not belief that success or failure of their ventures were determined by

fate or luckiv. This behavior is consistent with self confidence and desire to take personal

responsibility

4. Tolerance for failurei. High achievers take failure as a learning experience.

ii. Do not easily become disappointed, distress or discouraged by any setback or difficulties faced in the mist of business competition.

iii. Many successful entrepreneurs belief that they learn more from their earlier failure than from their earlier success.

5. Seeking Feedbacki. They have strong desire to actively seek and used feed back to know how

well they are doing and how to improve their performance.

ii. Most successful entrepreneurs are quick learners

6. Integrity and reliabilityi. Integrity and reliability help to build and sustain trust and confidence

ii. This helps to endure the relationship between entrepreneurs, partners, customers, suppliers and stakeholders.

Besides the three social motives, a successful entrepreneur should also have the competence motivation 1.Competence motivation Is a drive to do high quality work.

2.Competence motivated entrepreneur•seek mastery in job or tasks that they are undertaking, •develop problem solving skill and •strive to be innovative

3.In general they tend to perform good work because the inner satisfaction they feel and esteem they gain from others due to their competence.

Competence motivation

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

1. InitiativeThe 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

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

Entrepreneurial Competencies McClelland and McBer (1985)

3. PersistenceAn 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

4. Information SeekingAn 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

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

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

7. Efficiency OrientationA 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

8. Systematic PlanningAn 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

9. Problem SolvingSuccessful 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

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

11.AssertivenessAn 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

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

13.Use of Influence StrategiesAn 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