TY  - GEN
AU  - Greene Francis J
TI  - Entrepreneurship : : Theory and Practice
SN  - 9781137589552
U1  - 658.421 GRE 
PY  - 2020///
CY  - London
PB  - Macmillan Publishers
KW  - Entrepreneurship - Business
KW  - Management science
N1  - Brief Contents
Long Contents
List of Figures
List of Tables
Preface
Author’s Acknowledgements
About the Author
Digital Resources
Teaching Resources
Learning Resources
Guided Tour of the Book
Case Study Grid
PART 1 Entrepreneurial Foundations
CHAPTER 1 Entrepreneurship in Focus
Learning Outcomes
Mini Contents List
1.1 WHY IS ENTREPRENEURSHIP VITAL?
1.1.1 Entrepreneurship is part of our everyday lives
1.1.2 Entrepreneurship gives you a holistic perspective on the fundamentals of business practice
1.1.3 Entrepreneurship drives economic growth
1.2 HOW THIS BOOK HELPS YOU UNDERSTAND AND PRACTISE ENTREPRENEURSHIP
1.3 WHAT IS MEANT BY ENTREPRENEURSHIP?
1.3.1 Risk and uncertainty
1.3.2 The importance of the entrepreneur: Schumpeter and Kirzner
1.3.3 Entrepreneurial contexts
1.4 HOW IS ENTREPRENEURSHIP MEASURED?
1.4.1 The self-employed
1.4.2 Five common features of entrepreneurial activity
1.4.3 Measuring businesses
1.4.4 Counting the enterprise population
1.5 WHAT ARE THE DIFFERENCES BETWEEN LARGE AND SMALL BUSINESSES?
1.6 WHAT YOU HAVE LEARNED IN THIS CHAPTER
ASSESSMENT QUESTIONS
FURTHER READING
Notes
CHAPTER 2 What Makes an Entrepreneur? Traits and Biases
Learning Outcomes
Mini Contents List
2.1 INTRODUCTION
2.2 PSYCHOLOGICAL TRAITS
2.2.1 Risk-taking
2.2.2 Locus of control
2.2.3 Need for achievement (nAch)
2.2.4 The ‘big five’ and other psychological traits
2.3 PLANNED BEHAVIOURS AND SELF-EFFICACY
2.3.1 Planned behaviourt
2.3.2 Self-efficacy
2.4 COGNITIVE BIASES
2.4.1 Prospect theory
2.4.2 Editing information
2.4.3 Evaluating choices
2.4.4 Over optimism and over confidence
2.5 WHAT YOU HAVE LEARNED IN THIS CHAPTER
ASSESSMENT QUESTIONS
FURTHER READING
Notes
CHAPTER 3 Entrepreneurial Characteristics and Contexts
Learning Outcomes
Mini Contents List
3.1 INTRODUCTION
3.2 UTILITY: WHAT MOTIVATES START UP
3.3 ABILITY, RISK AND PERSONAL CHARACTERISTICS
3.4 THE IMPORTANCE OF CONTEXT
3.4.1 Baumol’s entrepreneurial typology
3.5 WHAT YOU HAVE LEARNED IN THIS CHAPTER
ASSESSMENT QUESTIONS
FURTHER READING
Notes
PART 2 Planning the Start-Up Journey
CHAPTER 4 From Idea to Start-Up Proposition
Learning Outcomes
Mini Contents List
4.1 INTRODUCTION
4.2 PROBLEM FRAMING AND REFRAMING
4.2.1 Formulating problems
4.2.2 Reframing the problem
4.3 FACT-FINDING ABOUT THE PROBLEM
4.3.1 PEST analysis
4.3.1.1 Political
4.3.1.2 Economic
4.3.1.3 Social
4.3.1.4 Technological
4.3.2 Customer journeys
4.3.3 Jobs to be hired
4.4 GENERATING SOLUTIONS
4.4.1 Brainstorming
4.4.2 SCAMPER
4.4.3 Analogical thinking
4.4.4 Evaluating ideas
4.5 ‘ME, MARKET AND MONEY’
4.5.1 ‘Me’
4.5.2 ‘Market’
4.5.3 ‘Money’
4.6 IS STARTING UP RIGHT FOR THE IDEA?
4.7 THE ELEVATOR PITCH
4.8 WHAT YOU HAVE LEARNED IN THIS CHAPTER
ASSESSMENT QUESTIONS
FURTHER READING
Notes
CHAPTER 5 Start-Up Planning Pathways
Learning Outcomes
Mini Contents List
5.1 INTRODUCTION
5.2 WHY WRITING A BUSINESS PLAN FIRST IS A BAD IDEA
5.2.1 The benefits of plans
5.2.2 The trouble with plans
5.3 UNDERSTANDING THE THEORY OF A BUSINESS MODEL
5.3.1 The 12 key business model questions
5.3.2 The Business Model Canvas
5.3.3 Feasibility planning
5.3.4 Business planning
5.4 ALTERNATIVE APPROACHES TO STARTING UP
5.4.1 Effectuation
5.4.2 Are entrepreneurs really effectual?
5.4.3 Is effectuation ineffectual?
5.4.4 Bricolage
5.4.5 Problems with bricolage
5.4.6 Lean start-up
5.4.7 Problems with lean start-up
5.5 WHAT YOU HAVE LEARNED IN THIS CHAPTER
ASSESSMENT QUESTIONS
FURTHER READING
Notes
CHAPTER 6 Start-Up Feasibility Planning I: Using the Business Model Canvas
Learning Outcomes
Mini Contents List
6.1 INTRODUCTION
6.2 THE BUSINESS MODEL CANVAS
6.3 FOCUSING ON THE CUSTOMER
6.3.1 The mass market
6.3.2 Segmenting customers
6.3.3 Talking to customers
6.3.4 TAM, SAM and SOM
6.3.5 Profiling and validating the target customer
6.4 THE VALUE PROPOSITION
6.4.1 Aligning the value proposition with the customer niche
6.5 GETTING TO THE CUSTOMER
6.5.1 Channels
6.5.2 Customer relationships
6.5.3 Marketing and sales
6.5.4 Revenue streams
6.6. START-UP INFRASTRUCTURE
6.7 WHAT YOU HAVE LEARNED IN THIS CHAPTER
ASSESSMENT QUESTIONS
FURTHER READING
Notes
CHAPTER 7 Start-Up Feasibility Planning II: Identity, Ideas, Teams and the Competition
Learning Outcomes
Mini Contents List
7.1 INTRODUCTION
7.2 FORMING A START-UP IDENTITY
7.2.1 What is in a name?
7.2.2 Missions and mantras
7.3 PROTECTING IDENTITIES AND IDEAS
7.3.1 Patents
7.3.3 Trademarks
7.3.2 Design rights
7.3.4 Copyright
7.4 TEAM START-UPS
7.3.5 Guarding and leveraging ideas
7.4.1 Team relationships
7.4.2 Team roles
7.4.3 Team rewards
7.5 INDUSTRY ATTRACTIVENESS
7.5.1 Segmenting the industry
7.5.2 Heading towards the Blue Ocean
7.5.3 The industry life-cycle
7.6 WHAT YOU HAVE LEARNED IN THIS CHAPTER
ASSESSMENT QUESTIONS
FURTHER READING
Notes
PART 3 Financing the Venture
CHAPTER 8 Start-Up Financial Information
Learning Outcomes
Mini Contents List
8.1 INTRODUCTION
8.2 REVENUES AND COSTS
8.2.1 What the customer is willing to pay
Competitor pricing
What the good or service costs to produce
The volume of customers
Working out the first year’s revenue model
8.2.2 Working out the revenue model for subsequent years
8.2.3 Counting the cost of starting up
8.3 KEEPING SCORE: THE P&L STATEMENT
8.3.1 Fixed costs
8.3.2 P&L scenario planning
8.3.3 The break-even point
8.3.4 Leaving the ‘valley of death’
8.4 CASH IS KING
8.4.1 The cash flow statement
8.4.2 Cash going into the business
8.4.3 Cash going out
8.4.4 Managing cash flow
8.5 THE BALANCE SHEET
8.5.1 Assets on the balance sheet
8.5.2 Liabilities on the balance sheet
8.5.3 Owner’s equity on the balance sheet
8.5.4 Gearing on the balance sheet
8.5.5 Working capital on the balance sheet
8.6 WHAT YOU HAVE LEARNED IN THIS CHAPTER
Notes
CHAPTER 9 Entrepreneurial Finance
Learning Outcomes
Mini Contents List
9.1 INTRODUCTION
9.2 THE SOURCES OF ENTREPRENEURIAL FINANCE
9.3 DEMAND AND SUPPLY ISSUES IN ENTREPRENEURIAL FINANCE
9.3.1 The ‘pecking order’ preferences of entrepreneurs
9.3.2 Information opacity
9.3.3 Adverse selection
9.3.4 Moral hazard
9.4 FINANCIAL CONSTRAINTS FACING SMALL BUSINESSES: TIES THAT BIND?
9.5 UNDERSTANDING THE KEY FUNDING SOURCES FOR ENTREPRENEURS
9.5.1 Banks
9.5.2 Business angels
9.5.3 Post angel involvement
9.5.4 Venture capitalists
9.5.5 Disadvantages of venture capital
9.5.6 Advantages of venture capital
9.5.7 Crowdfunders
9.6 WHAT YOU HAVE LEARNED IN THIS CHAPTER
ASSESSMENT QUESTIONS
FURTHER READING
Notes
PART 4 Beyond Start-Up
CHAPTER 10 Entrepreneurial Growth
Learning Outcomes
Mini Contents List
10.1 INTRODUCTION
10.2 WHY ARE FAST GROWTH BUSINESSES DIFFICULT TO SPOT?
10.3 THE FIVE COMMON FEATURES OF FAST GROWTH BUSINESSES
10.4 STAGE MODELS: OVERCOMING GROWING PAINS
10.5 STRATEGIC ENTREPRENEURSHIP APPROACHES TO GROWTH
10.5.1 The importance of entrepreneurial teams
10.5.2 Entrepreneurial orientations
10.5.3 Growth attributes
10.5.4 The importance of entrepreneurial versatility
10.5.5 Ordinary and dynamic capabilities
10.5.6 The resource-based view
10.6 ENVIRONMENTAL APPROACHES TO GROWTH
10.6.1 Population ecology
10.6.2 Evolutionary approaches
10.6.3 Absorptive capacity
10.6.4 Location, location, location
10.6.5 The importance of social networks
10.7 RANDOM APPROACHES
10.8 WHAT YOU HAVE LEARNED IN THIS CHAPTER
ASSESSMENT QUESTIONS
FURTHER READING
Notes
CHAPTER 11 Entrepreneurial Exit
Learning Outcomes
Mini Contents List
11.1 INTRODUCTION
11.2 THE DIFFICULTIES IN DEFINING AND MEASURING EXIT
11.2.1 Ways of saying goodbye
11.3 IS BUSINESS EXIT REALLY THAT BAD?
11.3.1 The darker sides of exit
11.3.2 The spin-off benefits of exit
11.4 WHAT FACTORS INFLUENCE BUSINESS FAREWELLS?
11.4.1 The importance of the external environment
11.4.2 Closure liabilities
11.4.3 The liabilities of aging
11.4.4 The importance of an entrepreneur’s background
11.4.5 Does experience breed future success?
11.5 KEEPING IT IN THE FAMILY
11.5.1 The importance of family businesses
11.5.2 Family succession issues
11.6 WHAT YOU HAVE LEARNED IN THIS CHAPTER
ASSESSMENT QUESTIONS
FURTHER READING
Notes
CHAPTER 12 Entrepreneurship Policy
Learning Outcomes
Mini Contents List
12.1 INTRODUCTION
12.2 WHY GOVERNMENTS SUPPORT ENTREPRENEURS
12.2.1 The evidence-based approach
12.2.2 The political economy of policy
12.3 HOW GOVERNMENTS SUPPORT ENTREPRENEURSHIP
13.3.1 Access to finance
12.3.2 Innovation support
12.3.3 Advice and assistance
12.3.4 Policies to promote social inclusion
12.4 DOES ENTREPRENEURSHIP POLICY WORK?
12.5 WHAT YOU HAVE LEARNED IN THIS CHAPTER
ASSESSMENT QUESTIONS
FURTHER READING
Notes
PART 5 Introduction to the Workbooks
WORKBOOK 1
Learning Outcomes
Mini Contents List
W.1.1 INTRODUCTION
W.1.2 ME
Exercise W.1.1: Do your personality attributes incline you towards entrepreneurship?
Exercise W.1.2: what are your motivations towards entrepreneurship?
Exercise W.1.3: what do you think about the trade-offs involved in entrepreneurship?
Exercise W.1.4: Do you need to be a ‘jack of all trades’ to be an entrepreneur?
Exercise W.1.5: What roles does your background play in start-up?
Exercise W.1.6: What is your problem statement?
Exercise W.1.7: What is your idea statement?
Exercise W.1.8: How desirable is starting up?
W.1.3 MARKET
Exercises W.1.9: Who is your target customer?
Exercise W.1.10: Who are your competitors?
Exercise W.1.11: What is happening in your market?
W.1.4 MONEY
Exercise W.1.12: What financial resources do you have for a start-up?
Exercise W.1.13: How can you bootstrap your start-up?
Exercise W.1.14: How can your social networks help you start up?
W.1.5 EVALUATING THE IDEA
Exercise W.1.15: Is starting up the right choice?
Exercise W.1.16: Is the idea really a start-up proposition?
Exercise W.1.17: Assessing and pitching your idea
WORKBOOK 2
Learning Outcomes
Mini Contents List
W.2.1 INTRODUCTION
W.2.2 PRODUCT–MARKET FIT
Exercise W.2.1: How big is the problem?
Exercise W.2.2: Who are your likely customer segments?
Exercise W.2.3: What’s your TAM, SAM and SOM?
Exercise W.2.4: What is your target customer’s profile?
Exercise W.2.5: How have you validated your targeted customer?
Exercise W.2.6: How does your product or service work?
Exercise W.2.7: What’s your value proposition?
Exercise W.2.8: Do you have product–market fit?
W.2.3 MARKETING AND SALES
Exercise W.2.9: How does the business reach its customers?
Exercise W.2.10: What is your sales strategy?
W.2.4 REVENUE MODELLING
Exercise W.2.11: How do you make money?
W.2.5 BUSINESS OPERATIONS AND LOGISTICS
Exercise W.2.12: How does the business source, make and distribute its products and services?
W.2.6 BUSINESS IDENTITY, MANAGEMENT AND TEAM
Exercise W.2.13: What are your start-up’s name and logo?
Exercise W.2.14: What are your start-up’s mission, mantra and summary pitch?
Exercise W.2.15: What is ‘curve-jumping, paradigm-shifting, patentpending about your start-up?
Exercise W.2.16: Why is this the right team?
W.2.7 COMPETITION
Exercise W.2.17: How is your offer different in the market?
W.2.8 GROWTH AND FUNDING NEEDS
Exercise W.2.18: What’s your plan for growth?
Exercise W.2.19: What does your start-up lack?
W.2.9 FINANCIAL PLANS AND THE GO/NO GO ASSESSMENT
Exercise W.2.20: Is your start-up viable?
Index

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