RESPONSIBLE ENTREPRENEURSHIP VISION DEVELOPMENT AND ETHICS

The Tri-Anthropo-Type Paschalidis business model.
A new tool for the interpretation of
entrepreneurial motives and behavior
George D. PASCHALIDIS 1 , Sotirios VLACHAKIS 2
1,2
Alexander Technological Educational Institute of Thessaloniki, Greece
1
gdpashalidis@gmail.com
Abstract: This study investigates the factors that motivate people to establish and effectively operate an enterprise,
by applying the Tri-Anthropo-Type Paschalidis Business Model. The Model analyzes the personality characteristics
of entrepreneurs, how they react to psychological pressure, their attitudes and actions when they
implement projects. It explains how individuals make decisions, how they deal with the challenges they face
from the wider economic and business environment and how they are motivated to do business. The data was
collected from four sources in businesses and academic institutions. We gathered information about
entrepreneurs’ business background, administered the “Tri-Anthropo-Type” personality questionnaire, and conducted
seminars on the practical application of the Model in the sampled companies. Finally, we conducted indepth
structured interviews with the entrepreneurs before and after the application of the Model in their companies,
focusing on entrepreneurial behavior and motives and on personality characteristics. After systematic codification
of qualitative and quantitative data, we matched them and compared them with the Model’s data. Findings
showed that the Tri-Anthropo-Type Model effectively explains the motives, the personality characteristics and
the behavior of entrepreneurs; it shapes the business culture and renders it attractive to customers; and it transforms
the company into a pleasant and productive environment.
Keywords: Entrepreneurship, motivation, personality type, Tri-Anthropo-Type Model, businesses behavior
Introduction
In recent years there has been increasing need to study the importance of entre pre neurship
as a factor in personal, business and social growth. This is evident in its application in
economic research as well as in economic policy (Bruyat & Julien, 2000). Researchers have
exerted especial efforts to identify those factors that motivate people to establish and operate
a company effectively (Henry, Hill & Leitch, 2004; Kuratko, 2005). There have also been
research attempts to answer the question if an entrepreneur is born as such or develops into
the role because of the environment in which he or she operates (Baron, 2004; Bonnett &
Furnham, 1991). The present study uses the Tri-Anthropo-Type Paschalidis Model in order