Conflict over Entrepreneurial, Intrapreneurial Sensemaking of Business Model Change Initiatives

Christopher Brown, A. Nasarwanji, Dr. Maurizio Catulli

Research output: Chapter in Book/Report/Conference proceedingConference contribution

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Purpose of the Paper & Literature Addressed
This paper explores the often very difficult task of changing business mindsets of the dominant
business entrepreneur. Often, these changes are being driven by the dramatic increase in ambiguity
and uncertainty in the enterprises’ current marketplace, forcing them to seek help from business
advisors, or taking up opportunities to work with Higher Education Institutions on Knowledge
Transfer Partnerships (KTPs). The key focus of this paper is around evaluating the approaches to
guiding business entrepreneur’s to change their business model, and evolving their enterprise
towards being entrepreneurially and enterprise-driven.
Existing literature on entrepreneurial mindsets often talk about the challenges to their
values, attitudes and behavior (Brown and Proudlove 2008), and how this can both act as an
enabler and barrier to change (Herbert 2000). The challenges to change mindsets is often down to
two factors; convincing the business entrepreneur that the marketplace dynamics have changed
(Laczniak and Lusch 1997), and that adopting a new business model is important for survival and
growth of their enterprise (Pina e Cunha, da Cunha et al. 2001).
Research Method
A case study approach is used to investigate the issues identified above. Six case studies were
chosen to exemplify the key enablers and barriers to delivering value from Knowledge Transfer
Partnerships. The study draws on data collected over ten years of working with Small- to Mediumsized Enterprises (SMEs) on knowledge/technology transfer projects, often over several years.
Research Findings
The level of success achieved from these knowledge/technology transfer projects can be directly
linked to the correct identification of the business entrepreneurial mindsets and the enterprises’
current business model and strategic orientation. The findings reveal the challenges when
entrepreneur and intrapreneur mindsets towards business model changes diverge, and are unreconcilable.
Key Contributions
This paper seeks to contribute to knowledge in the field of entrepreneurial mindsets and the
transition of enterprise business models from a traditional non-collaborative to a collaborative and
coordinated business model, more flexible and adaptive to future internal and external
environmental challenges.
Original languageEnglish
Title of host publication26th Industrial Marketing and Purchasing Group Proceeding
Subtitle of host publication26th IMP
Number of pages18
Publication statusPublished - 1 Aug 2010
EventIndustrial Marketing and Purchasing Group Conference - Hungary, Budapest, Hungary
Duration: 19 Aug 201020 Aug 2010
Conference number: 26th


ConferenceIndustrial Marketing and Purchasing Group Conference
Abbreviated titleIMP
Internet address


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