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Human capital is one of the drivers of competitiveness; therefore, business education is a key factor on the path towards collective prosperity. The more qualified the country’s population, the more businesses can provide more timely and innovative answers to a demanding global market with a high degree of uncertainty. In this context, the authors aim to contribute to innovation through training tools for entrepreneurship. The authors’ concern arises from the characterization of entrepreneurs from the university community of the Central Zone Bogotá-Cundinamarca (ZCBC for its Spanish acronym) of UNAD (it is the Spanish acronym for Universidad Nacional Abierta y a Distancia). Therefore, they develop innovative pedagogical resources that coordinate theoretical references in entrepreneurship, such as the Entrepreneurship Pipeline implemented by the GEM (Global Entrepreneurship Monitor) and are also involved in the development of technological tools that enable the use of virtual education’s benefits. El capital humano es uno de los impulsores de la competitividad; en este sentido la educación empresarial es un factor clave en la ruta hacia la prosperidad colectiva. En la medida en que el país cuenta con una población más capacitada, las empresas pue-den dar respuestas más oportunas e innovadoras a un mercado global exigente y con un alto grado de incertidumbre. En este contexto, la pretensión de los autores es aportar a la innovación en herramientas de formación para el emprendimiento. La inquietud de los autores nace de la caracterización de los emprendedores de la comunidad universitaria de la Zona Centro Bogotá Cundinamarca de la UNAD, desarrollando recursos pedagógicos innovadores que articulen referentes teóricos en materia de emprendimiento, como es la Tubería Empresarial implementada por el GEM (Global Entrepreneurship Monitor); al desarrollo de herramientas tecnológicas que faciliten el aprovechamiento de las bondades de la educación virtual. O capital humano é um dos impulsionadores da competitividade; neste sentido, a educação empresarial é um fator chave no caminho para a prosperidade coletiva. Na medida em que o país tem uma população mais capacitada, as empresas podem fornecer respostas mais oportunas e inovadoras a um mercado global exigente, com um alto grau de incerteza. Neste contexto, o objetivo dos autores é contribuir para a inovação em ferramentas de treinamento para o empreendedorismo. A preocupação dos autores nasce da caracterização dos empresários da comunidade universitária da Zona Centro Bogotá Cundinamarca da UNAD, desenvolvendo recursos pedagógicos inovadores que articulem referentes teóricos em matéria de empreendedorismo, como é a Tubulação Empresarial implementada pelo GEM (Global Entrepreneurship Monitor); ao desenvolvimento de ferramentas tecnológicas que facilitem o aproveitamento das bondades da educação virtual.

Conversational agents are becoming an essential part of a growing number of personal and commercial encounters, bringing the issue of Conversational Marketing to a broader audience. A conversational agent is a developing technology that will be used in various fields throughout life, including e-commerce. The common characteristics of any conversational agent in whatever area are their capacity to engage in one-to-one personalised real-time dialogue with a human user and their availability 24 hours a day. Scale items for conversational agent phenomena have not been created scientifically or managerially in a business environment. The primary goal of this study was to develop and validate a new scale for conversational agents that could be used to quantify individual interactions in conversational marketing. As a result, the creation of a new scale for conversational agents with the objective of measuring individual customer interactions in conversational marketing was separated into two phases: Scale Development and Scale Validation. The Conversational Agent Usage Scale was developed and validated as a consequence of pilot studies. Additionally, this article discusses the practical consequences of conversational marketing, which can now be accomplished through the use of the Conversational Agent Usage Scale, which may be used by Customer Service & Support, Marketing, and Sales departments.

This account of practice focuses on an augmented Customer Development methodology which the author adopted for a module in a Master’s program in Entrepreneurship at a Swedish business school. The article details the techniques underlying this augmented methodology, and the journey toward its implementation. By conceptualizing “hypotheses” as testable statements linking together blocks of the Business Model Canvas, and “assumptions” as students’ assessments of the contents of each block at the outset of the process, the author provides a more pedagogical as well as a more scientifically and theoretically consistent model. Its effectiveness was assessed through discussing these changes with students who had recently taken the course prior to the author’s appointment as teacher. Adaptations such as this could provide an effective method for teachers who want to update an existing course, or who have recently been appointed to a new course focusing on practical aspects of entrepreneurship. Alternatively, it could help to inspire teachers who wish to augment course content to draw more on coherent theory building and good scientific practice, as are most often suited to Master’s level studies, but without radically altering the lesson plan, syllabus or reading material.

Present challenges experienced by a globalized and changing world with new forms of doing business has forced entrepreneurs to change their approach to customers especially given the prior traditional marketing theory. Current markets have a customer base with increasing in demand for more marginal products or services. Henceforth, they have created individual preferences. The general objective of this study was to establish the effect of customer development strategies on performance of start-up carbon projects; a case of study of sustainable agriculture Tanzania (SAT) Specifically, aimed at examining the effect of business model on Performance of forest carbon projects, examine the effect of customer service systems on Performance of forest carbon projects, the effect of communication process on Performance of forest carbon projects, including effect of competitive pricing on Performance of forest carbon projects. It is anchored on theory of product market fit, start-up marketing pyramid and cue utilization theory. The study is further supported by the following models; business model canvas, value proposition canvas and customer development model. The study used a survey design. The survey collected data and information aimed at identifying customer development strategies for performance of carbon projects in the start-up carbon market. The selected population were customers of Sustainable Agriculture Tanzania. They consisted of companies, partners and individuals who were involved with the carbon offsetting project or potential clients. Ten companies and fifty individual customers were selected for the survey. Individual customers were drawn from the current connections developed by Sustainable Agriculture Tanzania. Primary and secondary data was utilized from various secondary sources linked to the topic of study and gathered facts and figures from the questionnaires. The questionnaire comprised of questions relating to the carbon markets for organizations in the start-up carbon projects. The quantitative data retrieved from the study was analysed by use of descriptive statistics that included variability, frequency and central tendency measures. These help provide information regarding the distribution. Measures of frequency distribution on the other hand document the frequency of scores or records. The Statistical Package for Social Sciences (SPSS) program was used to analyse the data and output presented in form of tables, pie charts and bar graphs. The study found out that customer development strategies in start-up forest carbon projects are central to performance of forest carbon projects. Playing a part to this performance are particularly the company’s prices, enhanced innovation and creativity, business management system, reduction of the time required for decision-making, and improved planning of activities. At the same time, use of IT data management systems has to a large extent made the decision-making process faster. These aspects generally lead to better management of budgets efficiency in service provision; consistent increase in revenue and number of customers has increased. Moreover, customer development strategies lead to customer satisfaction improvement. In conclusion to the presented findings, communication process and customer service systems have shown to influence the performance of forest carbon projects. Setting up a tailored business model that works well with the cost structure of the business and suits project goals has also been visibly altering the functioning of projects. The strategy implemented on pricing is also seen to promote customer growth. It is recommended that start-up projects develop relevant pricing strategies for their products; especially during their early stages of development in order to differentiate and grow a viable customer base. Managers should also encourage proper training and practices when it comes to inter-organizational communication and strategy implementation. This will ensure every employee works in cohesion towards achieving the projected goals thus improving performance.

PurposeThe study examines how supply chain responsiveness (logistics process responsiveness, operations systems responsiveness and supplier network responsiveness) impacts the ability of firms to attract, satisfy and retain customers.Design/methodology/approachUsing a quantitative approach, a total of 250 questionnaires were distributed to firms in the Kumasi metropolis in the Ashanti Region of Ghana, with 100 useable responses retrieved. The effect of supply chain responsiveness on customer development was analysed using partial least squares structural equation modelling.FindingsThe findings showed that operations systems responsiveness and supplier network responsiveness drive the logistics systems responsiveness of firms as hypothesized. It was also revealed that operations systems responsiveness and logistics process responsiveness enhanced customer development, but supplier network responsiveness did not. Logistics process responsiveness additionally partially mediated the effect of operations systems responsiveness on customer development.Originality/valueTo the best of the researchers' knowledge, no previous studies have empirically examined interrelationships between the dimensions of supply chain responsiveness. Additionally, no previous study has examined the effect of supply chain responsiveness on customer development.

Statistics on the dynamics of the book market and the digital publishing market in Russia are analyzed. The results of research on the state of the global market of comics and manga, the popularity and specifics of publishing manga in Russia, as well as the results of testing hypotheses within the methodology of Customer Development and Lean Startup with the use of indepth interviews are given. Based on the results, a marketing concept for a new digital product in the electronic publishing market is developed.

Gravel is an innovative solution for groups to plan their next trip in an effective, collaborative and time-efficient way. In this field lab, a decision concerning the preferred customer segment, namely Business-to-Consumer(B2C) versus Business-to-Business (B2B), will be derived from extensive customer exploration, discovery, and validation efforts for both potential customer segments. Following the principles of the Lean Start up and the Customer Development Process, this thesis depicts the entrepreneurial journey of two Nova SBE students who aim to redefine the way group trips are planned.

This work project covers the development of an opportunity to a potentially marketable product as part of the master's thesis at the Nova School of Business and Economics. It introduces a hybrid solution that facilitates how users can find a flat or tenant within their extended network. The work aims to investigate different user-profiles and their needs to achieve problem/solution fit as well as product/market fit. Within a comprehensive field research, the Lean Start up approach and the Customer Development Process framework were applied. Following these, this work shows how adjustments have been made to best respond to the gathered insights.

Цель диссертации – аналитически обеспечить разработку системы взаимопомощи и социализации для лиц с ограниченными возможностями здоровья на базе существующей версии локальной платежной системы. Актуальность обусловлена огромными масштабами сообщества инвалидов в России. Проблема инвалидности остается болезненной, как с точки зрения медицины, так и с социально-экономической стороны. В работе решаются задачи: анализ предметной области, изучение альтернативных расчетных средств, электронных платежных системы. Изучены результаты исследований прошлых лет, а также модели и методики разработки продукта. Проведена полная аналитика системы, посчитаны все затраты, подготовлен проект внедрения, а также создан прототип системы для проведения деловых игр. Объектом исследования являются методы и инструменты изучения рынка ИКТ и разработки инновационного продукта. Предмет – аналитическое обоснование вывода на рынок и разработки инновационного продукта для лиц с ОВЗ. Научная новизна заключается в том, что в работе с помощью современных моделей и методик обоснована необходимость создания системы взаимодействия инвалидов, которая объединяла бы в себе функции интернет-магазина и ведение балансов счетов участников. Система уникальна и не имеет конкурентов. Практическая значимость заключается в создании аналитической базы сообщества инвалидов России и подготовке материалов для введения ЛПС в жизнь сообществ. The purpose of the dissertation is to analytically ensure the development of a system of mutual assistance and socialization for people with disabilities based on the existing version of the local payment system. The relevance is due to the huge scale of the disabled community in Russia. The problem of disability remains painful, both from the point of view of medicine and from the socio-economic side. The paper solves the following tasks: analysis of the subject area, study of alternative means of payment, electronic payment systems. The results of previous years' research, as well as models and methods of product development are studied. A complete analysis of the system was carried out, all costs were calculated, an implementation project was prepared, and a prototype of the system for conducting business games was created. The object of the research is methods and tools for studying the ICT market and developing an innovative product. The subject is an analytical justification for launching and developing an innovative product for people with disabilities. The scientific novelty lies in the fact that the work with the help of modern models and techniques justifies the need to create a system of interaction of disabled people, which would combine the functions of an online store and maintaining the balance of accounts of participants. The system is unique and has no competitors. The practical significance lies in the creation of an analytical base of the Russian disabled community and the preparation of materials for the introduction of LPS into the life of communities.

The advances in technology have enabled people to develop services and products that can reach millions of people around the world. Facebook and Google are examples of successful startups. However, most startups fail in their first years of life. From an education standpoint, even though universities are adapting their curriculums in order to embrace startup education content, the challenge still remains: how can we provide real world experiences for students to build relevant startups? In order to fill this gap, this paper introduces the Challenge Based Startup Learning, a framework that combines the Challenge Based Learning methodology with Lean Startup and Customer Development concepts, supported by software development techniques. We have applied and evaluated the framework in an undergraduate digital entrepreneurship course. Our preliminary results indicate that students not only understood what it takes to run a real startup, but they also felt engaged and empowered by delivering a useful and meaningful software.

In the articles reasonable methodical recommendations are from the construction of трекш-карти on leaving of enterprise to the foreign markets. Due to offer recommendations, an enterprise can place priorities in the process of development of relationships with the segments of users, that influences on end-point. The generalized key going is near understanding of essence and methods of development of трекшн-карти. A Трекшн-карта in the general understanding represents business progress on his key indexes. The difference of construction of трекшн-карти from the ordinary financial analysis of economic performance indicators differs in that except measuring, methodology envisages a deep причинно-наслідковий analysis, development of evident materials that complement the analysis of coefficients. Methodical recommendations are worked out from the construction of трекшн-карти for enterprises that carry out ЗЕД. Distinguished basic stages and their essence is considered it is Well-proven that the construction of трекшн-карти answers the modern queries of market, necessary as for the inwardly brandname planning., В статьи обоснованные методические рекомендации из построения трекш-карты при выходе предприятия на внешние рынки. Благодаря предложенным рекомендациям, предприятие может расставить приоритеты в процессе развития отношений с сегментами пользователей, что влияет на конечный результат. Обобщенные ключевые подходы к пониманию сущности и способов разработки трекшн-карты. Трекшн-карта в общем понимании отображает прогресс бизнеса по его ключевым показателям. Отличие построения трекшн-карты от обычного финансового анализа показателей хозяйственной деятельности отличается тем, что кроме измерения, методика предусматривает глубокий причинно-следственный анализ, разработку наглядных материалов, которые дополняют анализ коэффициентов. Разработаны методические рекомендации из построения трекшн-карты для предприятий, которые осуществляют ЗЕД. Выделенные основные этапы и рассмотрена их сущность Доказано, что построение трекшн-карты отвечает современным запросам рынка, необходимая как для внутренне фирменного планирования., У статті обґрунтовані методичні рекомендації з побудови трекш-карти при виході підприємства на зовнішні ринки. Завдяки запропонованим рекомендаціям, підприємство може розставити пріоритети в процесі розвитку відносин з сегментами користувачів, що впливає на кінцевий результат. Узагальнені ключові підходи до розуміння сутності та способів розробки трекшн-карти. Трекшн-карта в загальному розумінні відображає прогрес бізнесу за його ключовими показниками. Відмінність побудови трекшн-карти від звичайного фінансового аналізу показників господарської діяльності відрізняється тим, що окрім вимірювання, методика передбачає глибокий причинно-наслідковий аналіз, розробку наочних матеріалів, що доповнюють аналіз коефіцієнтів. Розроблено методичні рекомендації з побудови трекшн-карти для підприємств, що здійснюють ЗЕД. Виділені основні етапи та розглянуто їх сутність Доведено, що побудова трекшн-карти відповідає сучасним запитам ринку, необхідна як для внутрішньо фірмового планування, так і для залучення коштів інвесторів.

In the articles reasonable methodical recommendations are from the construction of трекш-карти on leaving of enterprise to the foreign markets. Due to offer recommendations, an enterprise can place priorities in the process of development of relationships with the segments of users, that influences on end-point. The generalized key going is near understanding of essence and methods of development of трекшн-карти. A Трекшн-карта in the general understanding represents business progress on his key indexes. The difference of construction of трекшн-карти from the ordinary financial analysis of economic performance indicators differs in that except measuring, methodology envisages a deep причинно-наслідковий analysis, development of evident materials that complement the analysis of coefficients. Methodical recommendations are worked out from the construction of трекшн-карти for enterprises that carry out ЗЕД. Distinguished basic stages and their essence is considered it is Well-proven that the construction of трекшн-карти answers the modern queries of market, necessary as for the inwardly brandname planning., В статьи обоснованные методические рекомендации из построения трекш-карты при выходе предприятия на внешние рынки. Благодаря предложенным рекомендациям, предприятие может расставить приоритеты в процессе развития отношений с сегментами пользователей, что влияет на конечный результат. Обобщенные ключевые подходы к пониманию сущности и способов разработки трекшн-карты. Трекшн-карта в общем понимании отображает прогресс бизнеса по его ключевым показателям. Отличие построения трекшн-карты от обычного финансового анализа показателей хозяйственной деятельности отличается тем, что кроме измерения, методика предусматривает глубокий причинно-следственный анализ, разработку наглядных материалов, которые дополняют анализ коэффициентов. Разработаны методические рекомендации из построения трекшн-карты для предприятий, которые осуществляют ЗЕД. Выделенные основные этапы и рассмотрена их сущность Доказано, что построение трекшн-карты отвечает современным запросам рынка, необходимая как для внутренне фирменного планирования., У статті обґрунтовані методичні рекомендації з побудови трекш-карти при виході підприємства на зовнішні ринки. Завдяки запропонованим рекомендаціям, підприємство може розставити пріоритети в процесі розвитку відносин з сегментами користувачів, що впливає на кінцевий результат. Узагальнені ключові підходи до розуміння сутності та способів розробки трекшн-карти. Трекшн-карта в загальному розумінні відображає прогрес бізнесу за його ключовими показниками. Відмінність побудови трекшн-карти від звичайного фінансового аналізу показників господарської діяльності відрізняється тим, що окрім вимірювання, методика передбачає глибокий причинно-наслідковий аналіз, розробку наочних матеріалів, що доповнюють аналіз коефіцієнтів. Розроблено методичні рекомендації з побудови трекшн-карти для підприємств, що здійснюють ЗЕД. Виділені основні етапи та розглянуто їх сутність Доведено, що побудова трекшн-карти відповідає сучасним запитам ринку, необхідна як для внутрішньо фірмового планування, так і для залучення коштів інвесторів.

Information Technology (IT) role in business has been enabling faster analysis and more reliable decision making, and it has been the backbone for the industry’s competitive factor. However, full-scale Enterprise Resource Planning (ERP) software are still too costly for small and medium enterprises. Company X wanted to build the disruptive integrated Business Process Management software that could be accepted by wide range of business. Putting great efforts on product development before launching, the founders had not probed the problems from the customer’s point of view. This research approached the Company’s problem with customer learning and discovery from Customer Development Model. The approach includes testing the hypotheses of the customer – problem-solution fit, and product-market fit by interviewing several businesses, with the Javelin Validation Board (Lean Startup Machine) was used to help the iteration of validation process. The result of the hypotheses validation includes: narrowing customer target segment, splitting the features to several modules to be sold separately, and adding customer support team. Company X needs to narrow the customer target segment to be small and medium scale enterprises (SME) which had not settled with complex system and just about to gain more control over their operations. Keywords: Business model, customer development, customer-problem-solution, lean startup, product-market fit

Purpose The number of entrepreneurial start-ups operating in developing countries has grown tremendously in recent years. However, research suggests that most start-ups in developing countries fail shortly after becoming operational. The purpose of this paper explores how supply chain management (SCM) practices may enhance the performance of start-ups in developing countries. Design/methodology/approach The study develops and empirically tests a research model which explores the effect of SCM practices on customer development and start-up performance. A survey of 300 start-ups operating in Ghana was conducted, with 72 usable responses obtained. The research model was analyzed using partial least squares structural equation modeling. Findings The results confirmed the positive impact of SCM practices on customer development and start-up performance. Customer development was also found to positively impact start-up performance. Additionally, a partial mediation role of customer development on relationship between SCM practices and start-up performance was observed. Originality/value To the best of the researchers’ knowledge, this is the first study that empirically explores the effects of SCM practices on the performance of start-ups. This is also the first study that examines the effect of SCM practices on customer development to the best of the researchers’ knowledge.