PI Training in the Media Psychology beats business training when it comes to entrepreneurship The Economist, September 21, 2017 Documented Research Teaching personal initiative beats traditional business training in boosting small business in West Africa. Campos, F., Frese, M., Goldstein, M., Iacovone, L., Johnson, H., McKenzie, D., Mensmann, M. (2017). Science, 357, 1287-1290. Psychological training for entrepreneurs to take action: Contributing to poverty reduction in developing countries. Frese, M., Gielnik, M. M., & Mensmann, M. (2016). Current Directions in Psychological Science, 25(3), 196-202. Increasing personal initiative in small business managers or owners leads to entrepreneurial success: A theory-based controlled randomized field intervention for evidence-based management. Glaub, M., Frese, M., Fischer, S., Hoppe, M. (2014). Academy of Management Learning and Education, 13, 354-379. Further Publications on Aspects of PI Innovation is not enough: Climates for initiative and psychological safety, process innovations, and firm performance. Baer, M., & Frese, M. (2003). Journal of Organizational Behavior, 24, 45-68. Goals need implementation intentions: The model of action phases tested in the applied setting of continuing education. Brandstaetter, V., Heimbeck, D., Malzacher, J. T., & Frese, M. (2003). European Journal of Work and Organizational Psychology, 12, 37-59. Climate for personal initiative and radical and incremental innovation in firms: A validation study. Fischer, S., Frese, M., Mertins, J. C., Hardt, J. V., Flock, T., Schauder, J., et al. (2014). Journal of Enterprising Culture, 22, 91-109. Towards a psychology of entrepreneurship: An action theory perspective. Frese, M. (2009). Foundations and Trends in Entrepreneurship, 5, 435–494. Personal Initiative (PI): A concept for work in the 21st century. Frese, M., & Fay, D. (2001). Research in Organizational Behavior, 23, 133-188. The psychology of entrepreneurship. Frese, M., & Gielnik, M.M. (2014). Annual Review of Organizational Psychology and Organizational Behavior, 1, 413-438. Personal initiative training for small business owners. Frese, M., Hass, L., & Friedrich, C. (2016). Journal of Business Venturing Insights, 5, 27-36. Sociodemographic factors, entrepreneurial orientation, personal initiative, and environmental problems in Uganda. Koop, S., De Reu, T., & Frese, M. (2000). In M. Frese (Ed.), Success and failure of microbusiness owners in Africa: A psychological approach (pp. 55-76). Westport, Ct.: Quorum. Business Owners’ Action Planning and Its Relationship to Business Success in Three African Countries. Frese, M., Krauss, S., Keith, N., Escher, S., Grabarkiewicz, R., Luneng, S. T., et al. (2007). Journal of Applied Psychology, 92, 1481-1498. Creativity in the opportunity identification process and the moderating effect of diverse information. Frese, M., Krauss, S., Keith, N., Escher, S., Grabarkiewicz, R., Luneng, S. T., et al. (2007). Journal of Applied Psychology, 92, 1481-1498. Antecedents of business opportunity identification and innovation: Investigating the interplay of information processing and information acquisition. Gielnik, M. M., Krämer, A.-C., Kappel, B., & Frese, M. (2014). Applied Psychology: An International Review, 63, 344-381. Action and action-regulation in entrepreneurship: Evaluating a student training for promoting entrepreneurship. Gielnik, M. M., Frese, M., Kahara-Kawuki, A., Katono, I. W., Kyejjusa, S., Munene, J., et al. (2015). Academy of Management Learning & Education, 14, 69–94. Cultural differences in planning – success relationships: A comparison of small enterprises in Ireland, West Germany, and East Germany. Rauch, A., Frese, M., & Sonnentag, S. (2000). Journal of Small Business Management, 38(4), 28-41. Unpacking the personal initiative – performance relationship: A multi-group analysis of innovation by Ugandan rural and urban entrepreneurs. Rooks, G., Sserwanga, A., & Frese, M. (2016). Applied Psychology: An International Review, 65, 99-131. PI Media and Publications Find out more about research on the PI Training and the construct of PI, and hear what others have to say about the program info@doorways-training.org +49 4134 9099726 Wiesenweg 2 21406 Barnstedt Home Doorways About Us Our Projects Success Stories Clients and Partners Contact STEP STEP Impact STEP Projects STEP Success Stories STEP Publications PI PI Impact PI Projects PI Success Stories PI Publications Blog FAQs Support Us © 2023 Doorways gGmbH. All Rights Reserved Terms of Use Imprint +49 4134 9099726 info@doorways-training.org Wiesenweg 2 21406 Barnstedt

Martin Developing a never-give-up-attitude Nansana is a busy town but we had to walk a long distance to have lunch. I got funds from my sister and some friends and opened up a restaurant. I made good money that I could use to set up a second business. Martin had been thinking about becoming an entrepreneur for his whole life because he could not imagine being satisfied with becoming “the employee of the month”. However, he had never tried to become self-employed because he feared that he lacked the practical skills. He explained that he had some knowledge in entrepreneurship but did not know how to put it into practice and, hence, never started a business. Asked about the most important learning experiences, Martin said that the training taught him how to plan and execute the start-up of a business, how to develop financial plans, and how to manage finances. After the training, Martin started a restaurant in a town near the capital of Uganda, recognizing a lack of restaurants in the local market. Martin identified the business idea of a restaurant during the STEP training, in which he sold fresh juice together with the other members of the start-up team. He opened the restaurant about eight months after the training. When we met him 18 months after the training, he managed his restaurant successfully and made about 380 USD sales per month. He employed five persons, two full-time employees, and three part-time employees. In addition to the restaurant, Martin started a boutique that sold clothes and shoes for women and children 15 months after the training. The business was located in his parents’ home village some hours away from Kampala. Martin also identified the opportunity to start a company supplying construction materials but because of the high capital requirements, he was not yet able to start operations. Martin mentioned that despite the high amount of starting capital, he would not give up on that business opportunity. After some time Martin faced sudden setbacks and difficult challenges. Four years after the training, he mentioned that he had also opened up a small hotel. His workload from managing several businesses at the same time had been very high. Furthermore, the hotel incurred losses and Martin lost a high amount of money. Despite the fact that he had diligently planned the different steps to start and run the businesses, he had to close the hotel. He explained that the training was a crucial factor in deciding to continue with entrepreneurship because STEP gave him the determination and courage to do so. After the training, his most important principle became “never give up”. This determination and persistence resulted in new businesses and in employment opportunities that he created for himself and other people. Martin had to close one business but was able to continue running his other businesses. He wanted to use the profits to create new businesses that start small and grow over time. Martin persisted in his entrepreneurial ventures and became a successful serial entrepreneur. Success Story of Pascal Success Story of Msafiri info@doorways-training.org +49 4134 9099726 Wiesenweg 2 21406 Barnstedt Home Doorways About Us Our Projects Success Stories Clients and Partners Contact STEP STEP Impact STEP Projects STEP Success Stories STEP Publications PI PI Impact PI Projects PI Success Stories PI Publications Blog FAQs Support Us © 2023 Doorways gGmbH. All Rights Reserved Terms of Use Imprint +49 4134 9099726 info@doorways-training.org Wiesenweg 2 21406 Barnstedt

Trading Support and PI Training BURKINA FASO CLIENT: THE WORLD BANK Description of project: Under the auspices of the Trade Facilitation West Africa (TFWA) program, the project aimed to improve the business skills of small-scale cross-border traders in Burkina Faso. The project was carried out as a randomized controlled trial (RCT) study to measure the impact of the Personal Initiative (PI) Training targeted to a sample of 1,671 small-scale traders. The study will also measure the impact of the PI Training together with a complementary mentoring intervention designed to help traders put the content of the PI Training into action through ongoing engagement with the trainers. Doorways co-founder Benjamin Scharweit was responsible for the implementation of the project as a member of Leuphana University. PI Training and Effectuation Training for Rohingya Refugees PI Training in Zambia

First PI Training in Central Asia TAJIKISTAN CLIENT: INTERNATIONAL MANAGEMENT GROUP (IMG) DONOR: JAPAN INTERNATIONAL COOPERATION AGENCY (JICA) Description of project: In a pilot project together with IMG Partners (Japan), we have trained four trainers from different regions in Tajikistan to deliver a shortened version of the PI Training to female small-scale business owners. The Train-the-Trainer workshop was delivered in Duschanbe, Tajikistan in February 2023 and a subsequent pilot training was conducted in three provinces of Tajikistan to small groups of female entrepreneurs. Working together with a Tajik Incubator (State Business Incubator) that was established in a project funded by the Japan International Cooperation Agency (JICA), the team of trainers then delivered the training to an initial cohort of 60 female entrepreneurs. PI Training in Zambia Digital Content Creation

PI Training and Effectuation Training for Rohingya Refugees BANGLADESH CLIENT: UNIVERSITY OF COLOGNE DONOR: J-PAL Description of project: Close to the city Cox’s Bazar more than 1 million Rohingya have found refuge, some for more than 30 years by now. In a joint pilot project with J-PAL , MIT , Y-RISE , University of Wageningen , University of Warwick , and the local implementation partner RTM , we evaluate the effectiveness of the PI Training and an Effectuation Training that was designed for this project in cooperation with Saras Sarasvathy. In order for both training programs to be carried out at Kutupalong Refugee Camp, 12 local trainers successfully completed a Train-the-Trainer workshop and will remain in direct contact with us throughout the implementation of the project. STEP Training for Young Women Trading Support and PI Training