Entrepreneurship - International Student Edition - The Practice and Mindset

Entrepreneurship: The Practice and Mindset catapults students beyond the classroom by helping them develop an entrepreneurial mindset so they can create opportunities and take action in uncertain environments. 

List of contents

Preface
Acknowledgements
About the Authors
Part 1. Entrepreneurship is a Life Skill
Chapter 1. Practicing Entreprenuership
1.1 Entrepreneurship Requires Action and Practice
1.2 Entrepreneurship May Be Different From What You Think
1.3 Types of Entrepreneurship
1.4 Entrepreneurship Is A Method Not a Process
1.5 The Method Involves Creating the Future - Not Predicting It
1.6 The Key Components of the Entrepreneurship Method
1.7 Entrepreneurship Requires Deliberate Practice
1.8 How This Book Will Help You Practice Entrepreneurship
Chapter 2. Activating an Entrepreneurial Mindset
2.1 The Power of Mindset
2.2 What is Mindset?
2.3 The Self-Leadership Habit
2.4 The Creativity Habit
2.5 The Improvisation Habit
2.6 The Mindset As The Pathway to Action
Part II. Creating and Finding Opportunities
Chapter 3. Creating and Recognizing New Opportunities
3.1 The Entrepreneurial Mindset and Opportunity Recognition
3.2 Opportunities Start With Thousands of Ideas
3.3 Four Pathways To Opportunity Identification
3.4 Opportunities Through Alertness, Prior Knowledge and Pattern Recognition
3.5 From Idea Generation To Opportunity Recognition
Chapter 4: Using Design Thinking
4.1 What is Design Thinking?
4.2 Design Thinking As A Human-Centered Process
4.3 Design Thinking Requires Empathy
4.4 The Design-Thinking Process: Inspiration, Ideation, Implementation
4.5 Needs Discovery Technique #1: Observation
4.6 Needs Discovery Technique #2: Interviewing
4.7 Variations Of The Design-Thinking Process
Chapter 5. Building Business Models
5.1 What is A Business Model?
5.2 The Four Parts of A Business Model
5.3 The Customer Value Proposition (CVP)
5.4 Different Types Of CVPs And Customer Segments
5.5 The Business Model Canvas (BMC)
Chapter 6. Developing your Customers
6.1 Customers and Markets
6.2 Types of Customers
6.3 Customer Segmentation
6.4 Target Customer Group
6.5 Customer Personas
6.6 Customer Journey Mapping Process
6.7 Market Sizing
Chapter 7. Testing and Experimenting New Ideas
7.1 Experiments: What They Are and Why We Do Them
7.2 Types of Experiments
7.3 A Deeper Look at Prototypes
7.4 Hypothesis Testing & the Scientific Method Applied to Entrepreneurship
7.5 The Experimentation Template
7.6 Interviewing for Customer Feedback
Chapter 8. Developing Networks and Building Teams
8.1 The Power of Networks
8.2 The Value of Networks
8.3 Building Networks
8.4 Virtual Networking
8.5 Networking to Build the Founding Team
Part III. Evaluating and Acting on Opportunities
Chapter 9. Creating Revenue Models
9.1 What is A Revenue Model?
9.2 Different Types of Revenue Models
9.3 Generating Revenue From "Free"
9.4 Revenue and Cost Drivers
9.5 Pricing Strategies
9.6 Calculating Prices
Chapter 10. Planning for Entrepreneurs
10.1 What is Planning?
10.2 Planning Starts with a Vision
10.3 Plans Take Many Forms
10.4 Questions to Ask During Planning
10.5 The Business Plan Debate
10.6 Tips for Writing Any Type of Plan
Chapter 11. Learning From Failure
11.1 Failure and Entrepreneurship
11.2 The Failure Spectrum
11.3 Fear of Failure
11.4 Learning From Failure
11.5 Getting Gritty: Building a Tolerance for Failure
Part IV. Resourcing New Opportunities
Chapter 12. Bootstrapping and Crowdfunding for Resources
12.1 What is Bootstrapping?
12.2 Bootstrapping Strategies
12.3 Crowdfunding Versus Crowdsourcing
12.4 Crowdfunding Startups and Entrepreneurships
12.5 The Four Contexts for Crowdfunding
12.6 A Quick Guide to Successful Crowdfunding
Chapter 13. Financing for Startups
13.1 What is Equity Financing?
13.2 The Basics of Valuation
13.3 Angel Investors
13.4 Venture Capitalists (VCS)
13.5 Due Diligence
Chapter 14. Navigating Legal and IP Issues
14.1 Legal Considerations
14.2 Types of Legal Structures
14.3 Legal Mistakes Made by Startups
14.4 Intellectual Property (IP)
14.5 Global IP Theft
14.6 Common IP Traps
14.7 Hiring Employees
Chapter 15. Engaging Customers Through Marketing
15.1 What is Entrepreneurial Marketing
15.2 The Basic Principles of Marketing
15.3 Building a Brand
15.4 Marketing Tools for Entrepreneurs
15.5 Creating Your Personal Brand
Chapter 16. Supporting Social Entrepreneurship
16.1 The Role of Social Entprenreneurship
16.2 Social Entrepreneurship and Wicked Problems
16.3 Types of Social Entrepreneurship
16.4 Capital Markets for Social Entrepreneurs
16.5 Social Entrepreneurs and Their Stakeholders
16.6 Differences Between Social Entrepreneurship and Corporate Social Responsibility
16.7 Social Entrepreneurship and Audacious Ideas
16.8 Global Entrepreneurship
Glossary
Supplement A - Financial Statements and Projections for Startups
Supplement B - The Pitch

About the author

Heidi Neck, Ph.D., is the Jeffry Timmons Professor of Entrepreneurial Studies at Babson College, where she also serves as the Academic Director of the Babson Academy. In this role, she is at the forefront of shaping the future of entrepreneurship education, influencing universities worldwide to rethink and innovate their approaches to teaching entrepreneurship. The Babson Academy, under Neck′s leadership, serves as a catalyst for this transformation, expanding access to high-quality entrepreneurship education and fostering a global community of educators dedicated to advancing the field.

A cornerstone of Neck’s work is her leadership of Babson’s Symposia for Entrepreneurship Educators (SEE) programs equipping faculty from around the world with the skills and knowledge necessary to teach entrepreneurship “entrepreneurially.” She emphatically believes that how we teach entrepreneurship is just as important, if not more important, than the content.  Additionally, Neck founded the Babson Collaborative, which connects colleges and universities worldwide, helping them strengthen their capacity and capability in growing entrepreneurship education ecosystems. This global institutional membership organization provides a platform for knowledge exchange, collaboration, and professional development.

Throughout her tenure at Babson College, Neck has been recognized for her outstanding contributions to education at all levels, from undergraduate and graduate students to executive education learners. Her teaching excellence has been celebrated not only at Babson but also by prestigious international organizations, including the Academy of Management and the United States Association for Small Business and Entrepreneurship (USASBE). In 2016, she was named the Entrepreneurship Educator of the Year by The Schulze Foundation, an honor she received again in 2022 from USASBE for her continued innovation and leadership in entrepreneurship education.

Neck’s influence extends beyond the classroom and into the broader field of entrepreneurship education. As a Past President of USASBE, she has played a crucial role in shaping policies and initiatives aimed at improving entrepreneurship education. Her research focuses on key areas such as entrepreneurship education, the entrepreneurial mindset, ideation, and entrepreneurship within organizations. These interests have led to the development of influential academic works that have set new standards in entrepreneurship pedagogy.

As an accomplished author, Neck has made significant contributions to the field through her publications. Her widely adopted textbook, "Entrepreneurship: The Practice & Mindset," now in its third edition, has received numerous accolades, including the Breakthrough Book of 2018 award from Sage Publishing, the 2018 Most Promising New Textbook Award, and the 2021 Textbook Excellence Award from the Textbook & Academic Authors Association (TAA). The book is widely recognized for its innovative approach, emphasizing an experiential and practice-based perspective on entrepreneurship.

Neck’s latest textbook, "Introduction to Business: For a Sustainable and Entrepreneurial Future" takes a fresh approach by incorporating sustainability and an entrepreneurial mindset into general business education, aligning with contemporary trends in the field. Additionally, she is the lead author of "Teaching Entrepreneurship: A Practice-Based Approach," a two-volume series published by Elgar Publishing, which serves as a practical guide for educators seeking to implement experiential teaching methods in their classrooms. Overall, Neck has authored six books and more than 45 refereed articles, book chapters, and research monographs, solidifying her reputation as a thought leader in entrepreneurship education.

Beyond academia, Neck is a sought-after speaker and educator, regularly delivering keynotes and workshops on the importance of fostering an entrepreneurial mindset and leveraging entrepreneurship as a tool for positive societal impact. Her ability to translate complex concepts into practical, actionable insights has made her a respected voice in the field. She has also successfully bridged academia and practice by co-founding VentureBlocks, an entrepreneurship education technology company, and achieving a successful exit with FlowDog, a canine aquatic fitness and rehabilitation center near Boston. Additionally, she has served on the board of A. Wilbert’s & Sons, a seventh-generation, family-owned land-management company in Louisiana, further demonstrating her ability to apply entrepreneurial principles in diverse settings.

Neck’s academic journey began at Louisiana State University, where she earned her B.S. in Marketing. She went on to complete her MBA and Ph.D. in Strategic Management and Entrepreneurship at the University of Colorado at Boulder. Her multidisciplinary background, coupled with her passion for education and entrepreneurship, has shaped her approach to teaching and research, making her one of the most influential figures in entrepreneurship education today.

When she’s not inspiring the next generation of entrepreneurs or shaping the future of entrepreneurship education, Neck enjoys engaging in one of her newest passions: pickleball. Whether on the court or in the classroom, she continues to embody the entrepreneurial spirit, pushing boundaries and challenging conventional wisdom to drive innovation in education and beyond.

Dr. Christopher P. Neck, PhD, is currently a Professor of management at Arizona State University, where he held the title “University Master Teacher.” From 1994 to 2009, he was part of the Pamplin College of Business faculty at Virginia Tech. He received his PhD in management from Arizona State University and his MBA from Louisiana State University. Neck is author and/ or coauthor of 30 books including Self-Leadership: The Definitive Guide to Personal Excellence (2017, Sage; 2nd ed., 2019; 3^rd ed., 2024); Get a Kick Out of Life: Expect the Best of Your Body, Mind, and Soul at Any Age (2017, Clovercroft Publishing); Fit to Lead: The Proven 8-Week Solution for Shaping Up Your Body, Your Mind, and Your Career (2004, St. Martin’s Press; 2012, Carpenter’s Sons Publishing); Mastering Self-Leadership: Empowering Yourself for Personal Excellence (6th ed., Pearson, 2013); The Wisdom of Solomon at Work (2001, Berrett-Koehler); For Team Members Only: Making Your Workplace Team Productive and Hassle-Free (1997, Amacom Books); and Medicine for the Mind: Healing Words to Help You Soar, (4th ed., Wiley, 2012). Neck is also the coauthor of the principles of management textbook Management: A Balanced Approach to the 21st Century (2013, Wiley; 2nd ed., 2017, Sage; 2021, 3rd ed., Sage); an introductory to entrepreneurship textbook, Entrepreneurship, (2017, Sage; 2nd ed., 2020); and an introductory to organizational behavior textbook, Organizational Behavior (2017, Sage; 2nd ed., 2019).

Dr. Neck’s research specialties include employee/executive fitness, self-leadership, leadership, group decision-making processes, and self-managing teams. He has over 200 publications in the form of books, chapters, and articles in various journals. Some of the outlets in which Neck’s work has appeared include Journal of Applied Psychology, Organizational Behavior and Human Decision Processes, The Journal of Organizational Behavior, The Academy of Management Executive, Journal of Applied Behavioral Science, The Journal of Managerial Psychology, Executive Excellence, Human Relations, Human Resource Development Quarterly, Journal of Leadership Studies, Educational Leadership, and The Commercial Law Journal.

Neck is the editor of the journal, Administrative Sciences and the former deputy editor of the Journal of Leadership and Management. Due to Neck’s expertise in management, he has been cited in numerous national publications including The Washington Post, The Wall Street Journal, The Los Angeles Times, The Houston Chronicle, and the Chicago Tribune.

Dr. Neck was voted as a semifinalist (out of 140 nominations) for the prestigious international 2020 Baylor University Cherry Award for Great Teaching. He finished in the top six of all nominations. Neck was also the recipient of the 2007 Business Week “Favorite Professor Award.” He is featured on Business Week as one of the approximately 20 professors from across the world receiving this award.

Dr. Neck has taught over 80,000 students during his career in higher education. He currently teaches a mega section of management principles to approximately 1,000 students at Arizona State University.

Neck was the recipient of the 2024 and 2020 John W. Teets Outstanding Undergraduate Teaching Award (voted by W. P. Carey students). Neck also received the 2024 W. P. Carey Huizingh Outstanding Undergraduate Teacher Award as well as the Order of Omega Outstanding Teaching Award for 2012. This award is granted to one professor at Arizona State by the Alpha Lamda Chapter of this leadership fraternity. His class sizes at Virginia Tech filled rooms of up to 2,500 students. He received numerous teaching awards during his tenure at Virginia Tech, including the 2002 Wine Award for Teaching Excellence. Also, Neck was the 10-time winner (1996, 1998, 2000, 2002, 2004, 2005, 2006, 2007, 2008, and 2009) of the “Students’ Choice Teacher of the Year Award” (voted by the students for the best teacher of the year within the entire university). Also, some of the organizations that have participated in Neck’s management development training include GE/Toshiba, Busch Gardens, Clark Construction, the United States Army, Crestar, American Family Insurance, Sales and Marketing Executives International, American Airlines, American Electric Power, W. L. Gore & Associates, Dillard’s Department Stores, and Prudential Life Insurance. Neck is also an avid runner. He has run the marathon distance over 100 times including the Boston Marathon, New York City Marathon, and the San Diego Marathon. In fact, his personal record for a single long-distance run is a 48-mile run.

Emma L. Murray, BA, Hdip, completed a bachelor of arts degree in English and Spanish at University College Dublin (UCD) in County Dublin, Ireland, followed by a higher diploma (Hdip) in business studies and information technology at the Michael Smurfit Graduate School of Business in County Dublin, Ireland. Following her studies, Murray spent nearly a decade in investment banking before becoming a full-time writer and author.

Murray has worked on numerous texts, including business and economics, self-help, and psychology. She is the coauthor of the principles of management textbook Management: A Balanced Approach to the 21st Century (2013, Wiley; 2nd ed., 2017, Sage; 3rd ed., 2021, 4^th ed., 2026); the introductory to entrepreneurship textbook, Entrepreneurship (2017, Sage; 2nd ed., 2020), 4^th ed., 2025; and an introductory to organizational behavior textbook, Organizational Behavior (2017, Sage; 2nd ed., 2019; 3^rd ed. 2024). She lives in London, UK, with her husband and two children.

Summary

Entrepreneurship: The Practice and Mindset catapults students beyond the classroom by helping them develop an entrepreneurial mindset so they can create opportunities and take action in uncertain environments.

Product details

• Authors: Emma L. Murray, Emma L. L. Murray, Murray Emma L., Christopher P. Neck, Christopher P. P. Neck, Heidi M. Neck, Heidi M. M. Neck, Neck Christopher P., Neck Heidi M.
• Publisher: Sage Publications Ltd
• Languages: English
• Product format: Paperback / Softback
• Released: 26.01.2020
• EAN: 9781071808078
• ISBN: 978-1-0-7180807-8
• No. of pages: 536
• Subjects: Social sciences, law, business > Business; Business and Management, BUSINESS & ECONOMICS / Entrepreneurship, Entrepreneurship, Business & management, Entrepreneurship / Start-ups