entry into new market segments in mature industries endogenous and exogenous segmentation in the u s brewing industry i evaluate two processes niche formation and resource partitioning that could independently account for the entry of firms into new market segments in mature industries the niche formation argument focuses on environmental changes that promote the entry of new firms whereas the research partitioning argument is based on the internal differentiation of a mature industry into subgroups composed of specialist and generalists in other words the niche formation and resource partitioning accounts emphasize forces that are exogenous and endogenous to the industry respectively i attempt to resolve this theoretical tension by modeling the effects of niche formation and resource partitioning together on the founding of firms in the microbrewery and brewpub segments of the u s brewing industry i find that niche formation provides a better explanation for both microbrewery and brewpub foundings in addition i find limited evidence that the process of resource partitioning is being played out again within the microbrewery segment of the industry implications for the evolution of organizational heterogeneity within industries are discussed 1998 john wiley sons ltd strat mgmt j vol 19 389 404 1998 historical records of several organizational populations show that most organizations within them were founded in brief periods stinchombe 1965 aldrich 1979 177 stinchcombe 1965 154 notes that an examination of the history of almost any type of organization shows that there are great spurts of foundation of organizations of the type followed by relatively slower growth perhaps to be followed by new spurts generally of a fundamentally different kind of organization in the same field sociologists explain this punctuated pattern in foundings in terms of factors affecting the distribution of resources in the environment these include the changing role of the state the development of a market oriented

the income and terms of trade effects a permanent versus transitory decomposition in us trade abstract this paper develops an empirical analysis of the us trade balance with particular attention to the distinction between permanent and transitory disturbances to income and the terms of trade arising from real monetary and demand supply shocks the results indicate that the income effects on the trade balance differ remarkably depending on whether a given change is permanent or transitory for instance a permanent increase in income deteriorates the trade balance whereas a transitory increase improves it the results are contrasted to the predictions of the mundell fleming dornbusch model and intertemporal models jel f32

a qualitative study of managerial challenges facing small business geographic expansion abstract geographic expansion is a common growth strategy used by small entrepreneurial firms yet despite the importance of geographic expansion as a growth strategy it is a neglected area of small business research to date research in the area of small business growth has focused on broad issues such as the common obstacles to firm growth and the relationship between firm growth and firm profitability whereas this literature is suggestive it does not provide specific prescriptive advice to small business managers pursuing geographic expansion as a growth strategy as a first step in generating prescriptive advice in this area this study examined the managerial challenges that faced one small firm during the early stages of its efforts to expand geographically the subject organization referred to as the local advertising company lac operated in a single location from 1968 to 1990 as a means to initiate firm growth the owners of the company opened eight new locations in 1991 and eight more in 1992 however problems ensued this study used a qualitative research methodology to conduct an assessment of the managerial challenges facing the lac during its geographic expansion effort seventeen key employees of lac were interviewed for the study the qualitative case study methodology used provided an opportunity to gather in depth information from informants regarding their individual assessment of the managerial challenges encountered by lac during its geographic expansion collectively the respondents identified a number of specific management issues that became problematic during lac s geographic expansion effort through a content analysis technique these issues were organized into 15 thematic categories including training recruitment and selection the relationship between the field staff and the original owners and 12 others each of these categories represents the separate managerial challenges faced by the company during its geographic expansion the study provides a descriptive analysis of each of the 15 categories of managerial challenges that emerged the research results suggest that the successful management of a geographic expansion growth strategy requires managers to deal with a unique set of issues for example the training of new employees may become problematic when the most experienced personnel in the firm reside in the home office and the new trainees are located in widely dispersed geographic locations in addition the results of the study provide an extension to both practical and theoretical knowledge in three distinct areas planning for growth managing growth and the reasons for growth first the results of the study support the importance of planning for growth but suggest that planning must be complemented by learning and a willingness to evolve one s plan as growth progresses in terms of the management of growth the case shows that running a small business and growing a small business do not include the same skill set the owners of lac had been quite successful managing their single location for 22 years however this ability to run a business did not complement the need to anticipate start up problems in new remote sites which is inherent in a strategy of geographic expansion in addition the case demonstrated that the management of growth requires a cognizance on the part of the original owners of a firm to delegate control finally with regard to the reasons for growth researchers generally characterize firm growth as being motivated by either economic e g economies of scale or emotional reasons e g employing family members the owners of lac initiated firm growth for the purpose of wealth creation to fund their retirements this illustrates that firm growth can be motivated by a combination of both economic e g wealth creation and personal e g retirement security reasons

nontraded goods oil price increases and the current account abstract an intertemporal maximizing model is used to examine the current account response to oil price increases the analysis shows that the introduction of a nontraded goods sector influences the current account response whether the current account worsens or improves depends crucially on relative production technologies in the traded and nontraded goods sectors

market dynamics in the netherlands competition policy and the role of small firms a recent literature analyzing the dynamics of firms and industries suggests that the contribution of new and small firms to the dynamics of competition is significantly greater than found in a static analysis policy makers have responded by implementing a wide range of programs to reduce barriers to new firm startup at the same time a number of european countries have maintained systems of collective agreements imposing industry wide standards on the deployment and remuneration of inputs particularly labor the purpose of this paper is to examine whether the ability to deviate from the industry standards practiced by the incumbent firms promotes the viability of small and new firms we examine this using a longitudinal data base from the netherlands where a system of rigid industry wide collective agreements was abandoned in favor of greater flexibility whether or not the ability of small firms to deviate from the standards and practices of the incumbent firms in the industry promotes their viability in the dutch context is instructive to other european countries such as germany and france the latter countries have identified the startup of new firms as a central policy goal but have maintained systems of industry wide collective agreements the important finding emerging from this paper is that wage flexibility promotes the viability of small firms and thus can be considered to be an instrument of competition policy in a dynamic context

back to basics the comanor wilson mes index revisited the present article attempts to investigate the validity of the comanor wilson minimum efficient size mes measure the basic assumption is that firms that have exhausted scale economies are in non increasing returns to scale the same firms are also assumed to have a size greater than mes estimated on sales total turnover employment or fixed assets data envelopment analysis dea is used on a sample of firms in three greek manufacturing industries to classify firms in operation according to increasing or non increasing returns to scale on the basis of the results of the dea input oriented model the mes measure correctly predicts over 85 of the cases a probit model is applied to those cases that are not identically predicted by mes concerning returns to scale results indicate that technical efficiency size and age are the factors that compel mes to yield the same prediction as the dea approach

investment the current account and the relative price of non traded goods in a small open economy abstract this paper incorporates traded and non traded investment expenditure into an infinite horizon setting with optimizing economic agents extending previous research that has incorporated traded and non traded investment into a two period setting the paper analyzes the dynamic adjustment of the relative price of non traded output the market price of capital and the current account following exogenous shocks to the system the exogenous shocks considered by the paper include permanent transitory and anticipated changes in an income tax and an investment subsidy as well as changes in the level of government purchases of traded and non traded output

geography industrial organization and agglomeration this paper makes two contributions to the empirical literature on agglomeration economies first the paper uses a unique and rich database in conjunction with mapping software to measure the geographic extent of agglomerative externalities previous papers have been forced to assume that agglomeration economies are club goods that operate at a metropolitan scale second the paper tests for the existence of organizational agglomeration economies of the kind studied qualitatively by saxenian 1994 this is a potentially important source of increasing returns that previous empirical work has not considered results indicate that localization economies attenuate rapidly and that industrial organization affects the benefits of agglomeration

structural adjustment and the construction sector abstract this paper adds a construction sector to a dynamic dependent economy model equipped with consumer tradeables and non tradeables sectors the model is used to study the response of the production structure relative prices and the trade balance to a favorable terms of trade shock under the benchmark assumptions of perfect intersectoral factor mobility a perfect international capital market and no adjustment costs for realistic relative capital intensities the model predicts a boom in the construction and consumer non tradeables sectors a contraction of the tradeables sector and no relative price changes the implications of relaxing those benchmark assumptions are discussed separately

a longitudinal study of the competitive positions and entry paths of european firms in the u s pharmaceutical market this paper combines the statistical insights of dynamic strategic group analysis with the qualitative richness of historical analysis to explore the modes of entry expansion paths and competitive postures of european firms in the u s pharmaceutical market patterns of entry and market development over a 20 year period are analyzed the roles of strategic assets and competencies in determining both the entry strategy and the final competitive posture of these firms in the u s market are discussed

market segmentation strategies of multiproduct firms we analyze a multiproduct duopoly and ask whether firms should offer general purpose products or tailor their offerings to fit specific consumer needs offering a targeted product has two effects utility increases for some consumers due to increased fit whereas utility decreases for others due to increased misfit previous work has not considered these two effects jointly and has therefore not been able to capture the tradeoff inherent in market segmentation we show that in addition to the degree of fit and misfit the intensity of competition and the fixed cost of offering an additional product determine firms market segmentation strategies extending product lines to target more narrowly defined consumer segments has been a favorite strategy of brand managers for years popular buzzwords like one on one marketing and niche marketing underline its importance in practice in this context we ask to what extent market segmentation is justified from a profitability point of view consider a competitive environment in which each firm can either offer a general purpose product or segment the market by offering products that are tailored to consumers needs while a consumer ceteris paribus prefers a product that is targeted at her own segment she would rather buy a general purpose product than a product that is targeted at another segment segmenting the market therefore has two effects first if a consumer s preferred product is offered she is better off because she is able to buy a product that exactly fits her needs we call this positive aspect of market segmentation fit second if the consumer s preferred product is not offered she is worse off because she ends up with a product that does not satisfy her needs at all this negative aspect of market segmentation is denoted as misfit

sources procedures and microeconomic effects of innovation fabio arcangeli paul david frank engelman christopher freeman massimo moggi richard nelson luigi orsenigo nathan rosenberg michele salvati g n von tunzelman two anonymous referees and the participants at the meeting of the committee on distribution growth and technical progress of the italian national research council cnr rome november 16 1985 have helped with various redraftings a particularly grateful acknowledgment is for the insightful and patient help of moses abramovitz this work has been undertaken at the science policy research unit spru university of sussex as part of the research program of the designated research centre sponsored by the economic and social research council esrc earlier support to the research that led to this paper by the italian national research council cnr is also gratefully acknowledged the statistical research has been undertaken with the assistance of stephano brioschi ilaria fornari and giovannu prennushi

product differentiation and endogenous disutility abstract this paper models the choice of degree of focus or general purposeness available to firms by endogenizing transportation costs in an address model of horizontal differentiation the formulation is in three stages entry focus or design competition and price competition the strategic effect of product design is analyzed the equilibrium level of general purposeness is shown to depend critically on neighbor exclusivity the latter and more generally market structure and product diversity are shown to depend on the cost of producing general purpose products if general purposeness is free to design and produce only two firms enter the market and set large transportation costs underproviding product diversity

on the relationship between firm size and export intensity export marketing literature supports the view that firm size is positively related to export intensity although the empirical findings have been mixed a number of theoretical arguments are used to support this proposition i e international marketing economies of scale limited managerial and financial resources of small firms decisionmaker s risk perception based on a large survey of the italian manufacturing industry the article falsifies the proposition and challenges some widely held assumptions in export marketing literature

congestion reducing investments and economic welfare in a hotelling model abstract we investigate optimal quality provision where quality is determined by congestion duopolists make congestion reducing investments and then compete in prices we find that an unregulated market leads to insufficient investment and that price cap below the equilibrium price eliminates this inefficiency

an examination of the influence of industry structure on eight alternative measures of new venture performance for high potential independent new ventures abstract this study examined the influence of the structure of new ventures entered industries on eight alternative measures of new venture performance for 199 high potential independent new ventures each of the 199 entrepreneurial ventures had undertaken an initial public offering ipo within the first 6 years of the venture s founding date and were free of corporate sponsorship or prior corporate parentage specifically this research examined the influence of 1 stage of the life cycle 2 industry concentration 3 entry barriers and 4 product differentiation on eight alternative measures of new venture performance the eight measures of new venture performance examined in this research consisted of 1 change in sales 2 sales level 3 net profit 4 earnings before interest and taxes 5 return on sales 6 return on assets 7 return on invested capital and 8 return on equity most prior research examining the influence of industry structure on new venture performance has 1 utilized only one or two measures of new venture performance as indicators of the venture s overall effectiveness and efficiency 2 often failed to provide theoretical justification for the measure s of new venture performance or industry structure examined and 3 utilized data derived from questionnaires and or the pims data base of corporate sponsored new ventures in addition prior industry structure studies examining independent new ventures have often utilized relatively small sample sizes this study sought to advance the progress in the field of entrepreneurship with regard to understanding the influence of the structure of new ventures entered industries on new venture performance by 1 examining eight alternative measures of new venture performance 2 providing theoretical justification for the measures of new venture performance and industry structure examined and 3 utilizing the largest nonquestionnaire data base of independent new ventures developed to date this research found that the stage of the life cycle of the venture s entered industry was the most important determinant of new venture performance among the four industry structural elements examined stage of the life cycle had a statistically significant relationship at a 0 05 level with the majority of the new venture performance measures examined in this research in addition ventures entering industries in the introductory stage of the life cycle achieved the highest levels of venture performance particularly when compared with those ventures that entered industries in the mature stage of the life cycle however this study did not find a statistically significant relationship between stage of the life cycle and change in sales this suggests that there is a trade off between profitability and sales growth and that new ventures that undertake an ipo have a stronger focus on achieving profitable operations rather than sales growth during the initial years after their ipo this may be due to pressures placed on the new ventures to achieve profitability by the external credit market conversely this research found that 1 industry concentration 2 entry barriers and 3 product differentiation did not have statistically significant relationships at a 0 10 level with any of the eight alternative measures of new venture performance examined in this research however this research did find that over 90 of the new ventures entered industries characterized by 1 a low degree of industry concentration and 2 a high degree of product differentiation the relative absence of new venture entry into industries characterized by 1 high degrees of concentration and 2 low degrees of product differentiation provides support for prior theory which suggests that successful entry into such industry environments may be substantially more difficult in sum the results of this research suggest that high potential independent new ventures that undertake an ipo should enter industries in the introductory stage of the life cycle in addition the results of this research suggest that industries characterized by 1 relatively low degrees of industry concentration and 2 highly heterogenous products may be necessary but not sufficient conditions for successful entry by high potential independent new ventures seeking to raise equity capital through an ipo

intangible assets entry strategies and venture success in industrial markets abstract this study assesses the impact of intangible assets on the venture success of firms as they enter into industrial markets that are new to them a new market is one that is geographically new for the firm or is a product market where this firm did not originally compete the analysis is based on the profit impact of market strategy database which contains information on 91 new ventures into industrial markets five hypothesis were tested in this study 1 h1 high levels of intangible assets will be positively associated with performance of firms entering new markets 2 h2 high levels of intangible assets increase the likelihood of success regardless of the timing of entry 3 h3 in explaining venture performance there will be a positive interaction effect between promptness of entry and level of intangible assets pioneer entrants will benefit substantively more from high levels of intangible assets then will later entrants 4 h4 high levels of intangible assets enhance success irrespective of aggressiveness of entry 5 h5 in explaining performance there will be a positive interaction between level of intangible assets and aggressiveness of entry firms with high levels of intangible assets will gain substantively more from aggressive pricing promotion and high quality than firms with low levels of intangible assets one specific intangible asset corporate image is empirically analyzed and the results support our hypotheses a strong corporate image enables the firm to achieve greater success when they enter into new ventures and the interaction of image with aggressive promotional pricing and quality strategies is significant in explaining this success implications for practioners are high image firms reap enormous benefits from increased promotional efforts high quality and aggressive entry low image firms are severely penalized when they aggressively enter a market and may he better off entering the market slowly and at low prices

employment change in independent owner managed high technology firms in great britain there is a growing volume of literature that points to the potential for small technology based firms to achieve substantial employment growth as a direct consequence of such work this sector of any economy has attracted increasing attention from national and local governments concerned with finding ways of revitalising economically deprived localities and creating employment opportunities this paper provides up to date empirical evidence surrounding the ability of small high technology firms to create additional jobs in great britain in addition key founder and business characteristics are isolated which are significantly associated with employment change in growing high technology firms over the 1986 to 1992 period with respect to factors influencing these high levels of employment growth a high firm size in 1986 was found to act positively on employment growth as was a graduate level education for the key founder on the finance side firms which had access to and used a multiplicity of sources of start up finance tended to grow faster futher on the basis of our results we would suggest and recommend a government policy which at the firm level actively encourages high technology firm start ups who record higher rates of survival than firms in more conventional sectors as well as providing support for existing high technology firms who have already demonstrated the inclination and ability to grow in employment size

monopolistic competition with endogenous specialization in the familiar spatial model of monopolistic competition on the circle a product is identified by a single locational characteristic representing its brand or variety the ability of a variety to compete with other varieties a given distance away its specialization as quantified by transportation losses or how rapidly the melting iceberg melts is exogenously given in the standard model here specialization is a choice variable selected by the firm a monopolistically competitive general equilibrium is derived where the degree of specialization is endogenously determined along with other variables implications are noted the central contribution is to show that the effect of endogenizing specialization is to make the hotelling lancaster chamberlin model of monopolistic competition isomorphic to the analytically much more tractable dixit stiglitz ethier formulation without sacrificing the appealing concept of product distance

firm size wage differentials in the netherlands an unsolved problem in modern labor economics is the positive relation between the size of the firm in which a worker is employed and his wage one line of research that has been developed quite recently in this field is the application of endogenous switching regression models in this paper we utilize such a model to investigate firm size wage differentials in the netherlands the principal findings are that larger firms pay higher returns on schooling whereas smaller firms tend to reward iq combined with the finding that high iq workers are sorted into the largest firms the results are consistent with a model of job screening furthermore we find that employed sons of self employed fathers are more likely to work in small firms and that wage prospects for all types of workers are indeed most favorable in larger firms

informative advertising with differentiated products in this paper we study the role of promotional expenditures by sellers in a model of product differentiation advertising conveys full and accurate information about the characteristics of products heterogeneous consumers who have no source of information other than advertisements seek to purchase the products that best fit their needs despite the roles played by advertising in improving the matching of products and consumers and in increasing the elasticity of demand faced by each firm we find that the market determined levels of advertising are excessive given the extent of diversity in the market we derive a promotional equilibrium based on a specific information transmission technology paying explicit attention to the structure of consumer information and its impact on firms demand curves this allows us to study the effects of changes in the advertising technology including an increased ability to target messages to specific groups of consumers on the equilibrium in the product market we find that decreased advertising costs may reduce profits by increasing the severity of price competition

discontinuance among new firms in retail the influence of initial resources strategy and gender abstract women owned businesses represent one of the fastest growing segments of the u s economy their rate has increased more than six fold since 1970 despite this growth rate the number of firms owned by women still lags behind that of men and the sales and income of women owned firms are significantly lower than those of men owned firms the discrepancy between the number of businesses owned by women and men and their economic success has been a popular theme among researchers some have suggested that performance differentials result from disparate structural positions women and men occupy in work and society whereas others attribute the differences to deep rooted interpersonal orientations this study examines whether the performance differences can be explained by variations in initial resources and founding strategy we test whether women have fewer start up resources and if they do whether they can compensate for these deficiencies through their founding strategy recent work in social psychology argues that strategic choice is shaped by experiences to which individuals have been subjected and that women and men have fundamentally different socialization experiences we test the assumption that if the strategy that women owners adopt exploits the unique capabilities they derive from their socialization they can improve the performance of their firms and ward off discontinuance we examine the discontinuance pattern of 203 new firms in the retail industry this industry was selected because women entrepreneurs often choose to operate in this industry giving us a basis for comparing women owned and men owned firms we classify the firms into six strategy archetypes the arche types range from a broad focus where founders emphasize multiple strategic foci simultaneously to narrowly targeted differentiation strategies we assume that the experiential base of women entrepreneurs limits their successfully executing pricing strategies we hypothesize that women led firms decrease the odds of discontinuing by adopting one of two strategy types 1 narrow differentiation strategies that seek to satisfy a narrow segment of the market and that do not rely on pricing or 2 broad generalists strategies that emphasize service and quality but not pricing and take advantage of women s capability for handling multiple stakeholders simultaneously the results offer support for using an integrative model to explain the performance of women owned firms women owned firms have higher odds of discontinuing than men owned firms and women appear to have fewer resources to start their businesses women owners were less likely to have instrumental experience from working in the retail industry and start their businesses on a smaller scale then men but were no less likely then their male counterparts to have access to credit from formal financial institutions or to be disadvantaged by starting fewer other new businesses despite some apparent situational disadvantage resource deficiencies do not appear to affect the odds of women owned businesses discontinuing as much as they do men owned initiatives the findings indicate support for the supposition that women owners can use founding strategy to decrease the odds of discontinuing business a broad generalists strategy that represents a multi focused approach was found to benefit women owned businesses most overall the results suggest that men use prior business experience and human capital to affect the survival status of their businesses women appear to find strategic choice more beneficial future research is recommended to further elaborate the integrative model special attention should be given to developing alternatives to measures traditionally used in gender research many researchers charge that those typically used reflect male derived measures similarly greater attention should be given to understanding why the scale of women owned businesses at start up is substantially smaller than that of men since scale has been shown to be related to subsequent growth and survival

the terms of trade and the current account the harberger laursen metzler effect the paper examines the effect of terms of trade changes on a small country s spending and current account assuming optimizing behavior in an intertemporal framework with perfect international capital mobility a temporary future terms of trade deterioration implies a deterioration improvement of the trade balance whereas a permanent terms of trade deterioration has an ambiguous effect depending on the rate of time preference nominal and real variables are considered via exact price indexes two periods and an infinite horizon are examined

income effects on the trade balance in small open economies the objective is to determine the causes of the countercyclicality of the trade balance in five small open economies namely austria france italy spain and switzerland in order to investigate the role of permanent and temporary changes in income in the determination of the trade balance blanchard quah variance decomposition procedure is applied the results of analysis support the conclusion that transitory income shocks are major reasons for the change in the trade balance and that negative correlation between the trade balance and income is primarily due to transitory shocks thus these results are more consistent with intertemporal models with the dichotomous view in which the aggregate demand shocks are responsible for cyclical variations in the trade balance and income and aggregate supply is responsible for the long run growth of the economy

wages employment structure and employer size wage premia their relationship to advanced technology usage at us manufacturing establishments a common theme in the labour econiomics literature is that use of advanced technology in production requires a skilled and educated workforce using a new survey of production processes at us manufacturing plants we ask whether plants that employ advanced technology require a skilled workforce we find that plants that use the most advanced technology pay the highest wages and employ the greatest fraction of non production workers who are generally regarded as more skilled than production workers the inclusion in standard wage regressions of variables that indicate the use of advanced technology reduces the size wage premia by as much as 60 for some size categories

transitory and permanent disturbances and the current account an empirical analysis in the intertemporal framework the intertemporal models of current account determination demonstrate that in the analysis of the current account balance of a country it is important to distinguish between transitory and permanent disturbances in income and relative prices this paper attempts to decompose the observed data on income and real exchange rate into transitory and permanent components and then uses the decomposed series to test the empirical validity of the predictions of the intertemporal models evidence from the united states and japan provide very limited support for the intertemporal models in terms of the effects of transitory and permanent changes in income on current account balance for both us and japan the study finds that permanent changes in real exchange rate have significant effects on the current account balance statistical tests find no evidence of hysteresis in the trading relations of the two countries

note competitive price and positioning strategies brand positioning and brand pricing are important strategic decisions for marketing managers such decisions are interrelated and depend upon competitive brand positions and prices however any unilateral decisions may encourage repositioning and price adjustment by competitors thus leading to either new market equilibria or a price positioning war this paper examines such price and positioning decisions in a competitive environment by extending the defender consumer model to more complex equilibria we assume that the brands are already in the market and that positions are sticky in the sense that brands cannot leapfrog one another among the insights for such incumbent brands are if prices are symmetric and held constant firms seek to reposition toward the center of the market but price advantages by central firms can mediate that central tendency such that an equilibrium exists with positive profits if brand positions are held constant the nash equilibria for prices exist and are unique and category profits the sum of brand profits are maximized for maximum brand differentiation for two and three brand markets the subgame perfect nash equilibrium where positioning decisions are made with foresight on the price equilibria causes firms to unilaterally seek maximum brand differentiation but for four or more brands greater foresight and or cooperation appears necessary to reach the point of maximum brand differentiation these results apply where the defender consumer model is an exact description of consumer response and where the competitive reaction assumptions hold in any empirical situation such forces might be softened resulting in differentiated but not maximally differentiated brands

a quantitative content analysis of the characteristics of rapid growth firms and their founders a group of firms that is attracting attention are rapid growth firms these firms are of particular interest because rapid growth is an indication of market acceptance and firm success by studying rapidgrowth firms researchers can help all firms better understand the attributes associated with firm growth despite these positive outcomes however rapid firm growth is difficult to achieve and maintain this study adds to the literature through a quantitative content analysis of the narrative descriptions of 50 rapid growth firms and a comparison group of 50 slow growth companies the purpose of the study was to draw from the narratives a list of empirically grounded growth related attributes that are associated with rapid growth firms the findings of the study resulted in the advancement of a conceptual model of the attributes of rapid growth firms in four areas founder characteristics firm attributes business practices and human resource management hrm practices

endogenous investment current account and the rybczynski theorem the purpose of this paper is to construct a simple intertemporal model of investment and international trade the bulk of trade theory explores the behavior of an economy in a single period framework and the traditional trade models assume that the agents in the economy save and invest nothing the bulk of trade theory is also unable to analyze problems concerning the current account imbalance of an economy since the traditional models assume that the economies never experience an imbalance in their current accounts we remedy these shortcomings we extend the standard single period two sector model of production to a two period setting while explicitly introducing endogenous saving endogenous investment and international debt in addition we focus on some trade theorems traditionally derived from single period models bruno 1 marion 4 and marion and svensson 5 have indeed employed two period models to study the effects of oil price changes on the current account of an open economy the emphasis of their work however is quite different and their models are not readily comparable with the standard two sector general equilibrium model largely because they assume perfect international mobility of capital dornbusch 2 and svensson and razin 7 have also utilized intertemporal models to examine the effects of terms of trade changes on the current accunt their emphasis also is quite different from that of the present paper further dornbusch and svensson and razin focus more on the intertemporal consumption smoothing and utilize a relatively simplified production structure of the economy we simplify the consumption side of the economy by introducing proportional consumption and hence saving functions and develop a more elaborate intertemporal production structure

intertemporal optimizing models of trade and current account balance a survey abstract this study surveys the intertemporal optimizing models of trade and current account balance that were developed calibrated and empirically tested since they came into vogue in the 1980s the implications of these models often differ from those of static and dynamic conventional non optimizing models the literature on optimizing models has not only grown reasonably fast but has also witnessed significant advances in methodology and these models have culminated into a distinct strand of new open economy macroeconomics the studies conducted until the late 1980s have used deterministic perfect foresight models while several studies conducted since the 1990s relax the perfect foresight and certainty equivalence assumptions and develop stochastic dynamic general equilibrium models to account for uncertainty confronting the optimizing agents the future research needs to explore the possibility of tracing any preferred specification of household preferences model the effect of time varying discount factor on household utility function and intertemporal budget constraint examine the role of costs in international trade place a parallel emphasis on the empirical verifications of theoretical propositions examine the relative performance of optimizing vis a vis non optimizing models and rationalize the extreme propositions of perfect and imperfect capital mobility in the wake of moderately open capital accounts

content and performance of growth seeking strategies a comparison of small firms in high and low technology industries abstract the question of how to grow and gain market share is repeatedly asked by small firm managers yet little help exists in the academic literature in terms of identification of specific business practices and competitive tactics associated with the pursuit of market share growth rather most discussion of appropriate strategies for small firm growth centers around the prescription of broad strategy types e g the often recommended niche strat egy furthermore the environment s potential effects on the viability of growth strategies seldom receive adequate treatment in the small firm strategy literature despite the long acknowledged influence of environmental conditions on strategy content this paper describes a study of the business strategies used by small growth seeking firms in high and low technology industries the construct of strategy was examined from both a micro level focusing on individual strategy dimensions and a macro level focusing on the firms overall strategic postures and patterns of strategy related variables data were collected from the senior executives of 57 small manufacturing firms whose mission strategies were to aggressively increase sales and market share the data indicate that growth seeking firms in high technology industries relative to those in low technology industries 1 rely more heavily on advertising 2 place more emphasis on product related issues e g new product development superior product warranties as a basis for building market share 3 rely more heavily on formal planning activities 4 place more emphasis on customer service support 5 rely more heavily on external financing 6 rely more heavily on premium pricing strategies and 7 have more entrepreneurial strategic postures the data also indicate that an entrepreneurial strategic posture is more positively associated with firm performance among growth seeking firms in low tech industries than among those in high tech industries although there are exceptions to this finding cluster analysis was used to identify the content and performance of various strategies operationally defined as patterns of strategic variables associated with growth seeking firms in high and low technology industries four strategies were identified through this technique two of which are most common among firms in low tech industries one of which is most common among firms in high tech industries and one of which is equally prevalent in both industry types these results corroborate several of the aforementioned findings regarding the effects of industry technological sophistication on dimensions of firm strategy for example they demonstrate the general aversion among growth seeking firms in low tech industries to premium pricing furthermore they suggest that overall growth seeking firms in low tech industries may be somewhat more disposed to pursuing cost leadership strategies and less disposed to pursuing differentiation strategies than growth seeking firms in high tech industries there were no overall performance differences across the four strategy types identified through the cluster analysis however the data suggest that an entrepreneurial strategic posture is most strongly associated with high performance among firms that have a cohesive and focused strategic mix or pattern of strategic decisions this finding holds for growth seeking firms in both industry types

symmetric equilibrium existence and optimality in differentiated product markets abstract equilibrium existence and optimality are analysed in a market for products differentiated by their variety a game of three stages is analysed firms enter in the first stage choose varieties in the second stage and choose prices in the third stage the existence of subgame perfect equilibria is established at equilibrium products are symmetrically located in the space of characteristics and are offered at equal prices the surplus maximizing solution is characterized and it is shown that surplus maximizing product diversity is lower than the equilibrium one

international versus domestic entrepreneurship new venture strategic behavior and industry structure abstract international entrepreneurship is defined in this study as the development of international new ventures or start ups that from their inception engage in international business thus viewing their operating domain as international from the initial stages of the firm s operation one hundred and eighty eight new venture firms in the computer and communications equipment manufacturing industries are classified according to the percentage of their sales in the international market ventures with no sales derived from international activities are considered domestic new ventures and ventures with sales from international activities comprising greater than 5 of total sales are considered international new ventures the strategy and industry structure profiles of international new ventures are significantly different from domestic new ventures the internationals pursue much broader market based strategies seeking a strategy of broad market coverage through developing and controlling numerous distribution channels serving numerous customers in diverse market segments and developing high market or product visibility the internationals also emphasize a more aggressive entry strategy building on outside financial and production resources to enter numerous geographical markets on a large scale securing patent technology is also an important component of their strategy this suggests that the internationals compete by entering the industry on a large scale seeking to penetrate multiple markets with the recognition that external resources are necessary to support such an entry whereas both the domestics and the internationals characterize domestic competition as being relatively intense the international new ventures compete in industries with higher levels of international competition it is not clear from this research whether the new venture selects an industry with a high degree of international competition and therefore responds with an international orientation or because the new venture has an international orientation it perceives or recognizes a higher degree of international competition another industry structure difference is the internationals perceived higher degree of restrictiveness due to government regulation it is unclear whether this restrictiveness motivates new ventures to seek less regulated international environments or if it indicates that when competing internationally the new venture is confronted with increased regulatory requirements domestic new ventures are distinguished by their emphasis on a production expansion strategy and customer specialization strategy the production specialization strategy consists of focusing on limited geographical markets maintaining excess capacity and pursuing forward integration the customer specialization strategy incorporates the production of a specialty product that is purchased infrequently thus for both of the domestic strategies a consistent closeness between the producer and consumer is implied this may be an important basis underlining the new venture s decision to compete in an exclusive domestic context this study offers initial support for the notion of international entrepreneurship by its findings that there are significant differences between new venture firms competing domestically and new ventures choosing to also enter international markets

gray marketing as an alternative market penetration strategy for entrepreneurs conceptual model and case evidence abstract gray marketing is said to occur when authentic branded products reach the consumer through marketing channels other than that of the authorized distributor weigand 1991 free riding was first offered by tan et al 1995 tan et al 1997 as an alternative explanation for the occurrence of gray marketing we extend the authors work to show that free riding can be an alternative strategy to niching for entrepreneurs contemplating entry into established markets almost exclusively the existing literature on gray marketing treats the phenomenon as a pricing problem and fails to recognize it as a market entry opportunity for start up entrepreneurs the gray marketing strategy is appropriate for start up entrepreneurs in view of their resource limitations and the risk of being a first mover in market development we show in this paper that an entrepreneur can successfully penetrate an established market by following a gray marketing strategy this is because it can be optimal for the incumbent supplier to accommodate the entrepreneur gray marketer even if the former could force the latter out of the market through aggressive counter actions we developed a conceptual model using game theoretic concepts to aid entrepreneurs in understanding the strategic interactions amongst parties involved in gray marketing and to identify the conditions under which entrepreneurs can successfully penetrate a market via gray marketing the deductive or game theoretic approach we feel is most appropriate because gray marketing involves multiple party interactions and conflicts of interests as moorthy 1985 showed the game theoretic methodology is most suited to analyzing the behavior of market participants in such a situation this paper identifies the conditions under which gray marketing would be profitable and sustainable for entrepreneurs first by targeting markets that are already well established by the larger firms the entrepreneurs risk of failure due to demand uncertainty is reduced in addition they need not incur substantial costs for market developmental efforts furthermore the free riding strategy provides entrepreneurs with the opportunity to enter profitable markets that are currently supplied by larger firms instead of being restricted to markets ignored or disdained by the latter second entrepreneurs are able to benefit from the second mover advantages in following the free riding strategy as late entrants into the market entrepreneurs could learn from the experiences of the larger firms and avoid costly mistakes by imitating the product strategy of the larger firm entrepreneurs could also achieve cost savings in r d and product development costs all these effectively reduce the entrepreneur s cost of entry into the market hence even with limited resource at their disposal entrepreneurs could still enter the market successfully finally by following the free riding strategy entrepreneurs are able to nibble at the market shares of the larger firms this is possible because of the difficulties and costs faced by the larger firms in countering entries made by the entrepreneurs thus the larger firms are left with little choice but to accommodate the entry of the entrepreneurs into the market when the costs of countering the entrepreneurs entry are sufficiently large the free riding strategy becomes feasible for entrepreneurs even if they do not posses competitive advantages over the larger firms our paper thus demonstrates that entrepreneurs do have an alternative market entry strategy besides the commonly prescribed niching strategy it also shows them when such a free riding strategy would be most beneficial and most likely to succeed these are further illustrated and supported through two real life cases involving companies in the luxury cars and cosmetics industries in singapore

new firm survival industry strategy and location abstract how important is the physical location of a new firm for its chances of survival location of a new firm whether in urban metro or rural vicinities can have important impacts on performance outcomes urban locations often contain a wealth of diverse resources but may also have a greater number of competitors rural locations may lack diversity but can enable the firm to exploit a niche with limited competition we suggest that a simple examination of new firm location will not adequately predict survival chances rather the impact on location of the new firm will be influenced by the industry in which the new firm operates and by the strategy the new firm pursues the industry of the new firm is examined by focusing on where the new firm is located in the value chain we predict that a new firm upstream in the industry value chain will have better chances of survival than new firms downstream in the industry value chain new firms with broadly focused strategies are hypothesized to have greater survival chances than new firms strategically positioned to exploit a narrow market focus and we predict that new firms in urban locations will have greater chances for survival than new firms in rural locations

technology based adolescent firm configurations abstract managers and stakeholders of entrepreneurial firms have an obvious vested interest in understanding those factors that contribute to the success or failure of such firms insight into strategic and contextual factors related to success for 162 adolescent 5 12 years old firms competing within a variety of rapidly changing technology based industries results from this study analyses focus on pinpointing patterns of strategy context and performance in the first stage of analysis six nonmutually exclusive dimensions of strategy were identified 1 technology product leader 2 product market breadth 3 marketing sales expertise 4 quality service 5 customer alliances and 6 specialization second cluster analysis was conducted to group the firms on their overall pattern of strategic emphasis six groups clusters were identified each group corresponded with one of the following four strategy quadrants 1 defenders k specialists 2 entrepreneurs r specialists 3 analyzers k generalists and 4 prospectors r generalists subsequent analysis of variance demonstrates significant differences across the six clusters on three contextual variables environmental instability stage of product development and firm age and on six outcomes rd direct sales and support these firms compete on their reputation in their targeted market segment their ability to find and sell to a narrow range of customers and customer service this strategy occurred in relatively stable and mature industries and resulted in high performance in operating efficiency market development financial stability and overall performance sales growth was average cluster 2 n 12 spin offs reliant on contracts with original employers these firms represent an outsourcing opportunity for larger companies not desiring to develop in house expertise in a product area they are the youngest and the smallest and have products in the earliest stage of development their environment is relatively stable given the dependence of their large customers for their product they are average performers except for having relatively high operating efficiency they trade high performance for the security of long term arrangements with major clients cluster 3 n 39 marketing and sales expertise targeted at narrow market these firms likely assemble and package others technological products or if they manufacture follow the technological developments of their competitors they create value through their marketing and sales expertise and effort and through customer service support they face average environmental instability and stage of product development this strategy however creates insufficient value added for the long term viability of the firms they have low performance on sales growth market development operating efficiency and financial stability and also have low expectations for their future prospects cluster 4 n 23 technology leaders with a high degree of specialization quality and service these firms differentiate their products based on technology leadership in a specialized product domain where high quality and service are emphasized they compete in relatively unstable environments attributable to rapid technological change and are in an early stage of product development they are relatively small consistent with their narrow product domain they have the highest performance on r d results sales growth and future prospects and are very high on overall performance cluster 5 n 24 lacking in a clear strategic profile these firms lack any clear pattern of strategic activity although faced with average environmental instability these firms compete in the most mature product areas therefore while other firms are becoming more entrenched in their competitive positions advantages these firms are floundering they are poor performers and lack long term viability they score low on sales growth market development r d results operating efficiency and overall performance cluster 6 n 46 broad and aggressive product market reach with relatively high quality and service these firms pursue a full line of products sold through a wide variety of methods this approach evolved in a highly unstable environment due to rapid change and growth yet has a large number of growth opportunities they are highly successful in market development sales growth and financial stability they are also highly optimistic about their future prospects this identification of firm configurations can help managers and stakeholders recognize the relationships among strategy context and performance for young technological firms this should lead to more effective managerial decisions on strategic and contextual issues leading to better performance

learning about the unknown how fast do entrepreneurs adjust their beliefs this paper seeks to measure the extent to which entrepreneurs adjust their beliefs in the light of new information instead of relying on past experience to guide their decision making we build a model in which entrepreneurs continually receive valuable but noisy market signals about the true but unobserved productivity of their effort and use this information to update their expectations of unobserved productivity the model is estimated using a sample of over 700 self employed britons interviewed in 1999 and 2000 it is found that on average these individuals adjust their expectations of unobserved productivity in the light of new information by only 16 this suggests that while entrepreneurs do exploit new information they give much greater weight to their prior beliefs when forming their expectations also there are no significant differences in terms of expectation formation between males and females employers and non employers and experienced and less experienced entrepreneurs however younger entrepreneurs respond significantly more sensitively to new information than older entrepreneurs do with adjustment rates of 21 compared with 14 respectively we go on to discuss some policy implications of these findings and briefly discuss several features of entrepreneurship education programs that might help entrepreneurs improve this aspect of their business performance

new firm survival new results using a hazard function a limitation of audretsch s 1991 study of new firm survival was the level of aggregation to industries this precluded linking establishment specific characteristics such as organizational structure and size to post entry performance the purpose of this paper is to relate the post entry performance of individual establishments not only to their technological and market structure environments but also to establishment specific characteristics we do this by estimating a hazard duration function for more than 12 000 individual establishments in u s manufacturing started in 1976 by tracking their subsequent performance over a ten year period we conclude that establishment specific characteristics which audretsch was not able to capture in his earlier study play an important role in shaping the exposure to risk confronting new establishments copyright 1995 by mit press

employment stability in newly founded firms a matching approach using linked employer employee data from germany using a linked employer employee dataset and taking the perspective of individuals rather than firms this paper analyzes some effects of joining startups we show that entrants in new firms differ from those joining incumbent firms and we use a matching approach to compare a group of employees joining new firms in 1995 1996 with a control group entering incumbent firms our results indicate that individuals employment stability was higher in incumbent than in newly founded firms while their risk of becoming unemployed was lower in particular in eastern germany joining firms that were older than 6 years improved individuals employment prospects

adjustment to expected and unexpected oil price changes for oil importers differences in economic performance after the 1973 74 oil price increase and after the 1979 80 increase can be attributed to a number of factors including the fact that the 1973 74 oil price increase was unexpected whereas the 1979 80 increase was largely expected in this paper we analyze how an economy s adjustment to expected oil price increases might differ from its adjustment to unexpected increases by expected oil price increases we shall mean ones that were anticipated in the past and by unexpected oil price increases we shall mean those that were not anticipated in the past but occur unexpectedly in the present we model this distinction using a three period model where the periods are called the past present and future this abstract was borrowed from another version of this item

the importance of focus to market entrants abstract one of the most difficult questions facing entrepreneurs is how broadly to serve a heterogeneous market that is whether it is better to serve a narrow segment of the market hoping to flourish by gaining a relatively high and increasing market share within that segment or whether it is better to attempt to appeal to a broader cross section of the market thereby allowing the firm to succeed with a lower market share among the customers whom it is targeting a narrower focus permits more concentrated use of fixed resources facilitates the building of customer loyalty and lowers the threat of retaliation from generalist incumbents but requires a much higher market share within the firms target market to succeed porter 1980 has identified three generic strategies available to firms low cost differentiation and focus by focus he means that the firm should develop the ability to serve a particular target customer group very well often at the expense of other potential customer groups implicit in the firm s choice to adopt a focus strategy is that it must address the question of how broadly to focus in terms of any given product attribute given its resources and opportunities a fundamental element of the firm s choice of focus is that it is affected by and in turn affects that of its rivals that is focus is a strategic variable in the sense of the word strategic meant by game theorists each firm s optimal choice of action depends on the actions taken by other firms the literature on the optimal degree of focus for new ventures has reached very mixed conclusions the early authors looking at the question were fairly consistent in their recommendation that a highly focused or niche strategy was generally most appropriate later authors recommended that new ventures should enter markets aggressively facing larger incumbents head on the latest studies develop what we describe as a contingency approach arguing that the best approach depends on industry conditions we think that this literature is now at a point where we can advance our understanding by looking at specific industries in some detail as our understanding expands broader empirical work is becoming increasingly difficult because of the number of factors that must be built into any cross sectional model of new venture performance we hope then to develop an understanding of one industry that is generally similar in nature to many other industries from this understanding conclusions of interest to both researchers and practitioners can be drawn future studies of other industries with different fundamental structures will provide similar benefits more specifically this paper is an empirical inquiry into the microbrewery segment of the u s brewing industry designed to investigate the relative merits of specialist firms different degrees of focus the question addressed is whether focus affects specialist firms short run performance in an industry where there are entrenched generalists as well as many new entrpreneurial specialist entrants the analysis confirms several widely held beliefs of industry participants and observers that microbreweries are far more likely to attempt to serve too broad a market segment than to focus too narrowly that microbreweries are in direct competition with imports and that microbreweries benefit from having many microbrewery rivals within the same state furthermore there appear to be some small learning and or reputation effects in the operation of microbreweries as well as a minor novelty factor that benefits recently opened establishments we must note however that the majority of the variation in the performance of microbreweries stems from differences in the management organization or market of individual breweries not captured explicitly by other variables included in the study this finding perhaps should not be surprising given the huge variation in the backgrounds skills and outlooks of microbrewery owners during the segment s early days the lessons learned from this research are of obvious importance to entrepreneurs in many industries it is a very common situation for an entrepreneur to enter a stable industry in which established firms are already in place serving a broad cross section of the market our findings show that in such circumstances a narrowly focused approach to the market is best we can think of numerous examples of where entrepreneurs have either succeeded by focussing on a particular segment of the market or failed by not doing so in fact there are many cases in which firms have done first one and then the other for example and people express airlines at first flourished by focussing on the needs of budget conscious leisure travellers and then collapsed in part because it began to try to serve business travelers and others who are less price sensitive on certain routes one of the hallmarks of an entrepreneurial business is that it suffers severe resource constraints because the entrepreneur s choice of breadth of focus will have profound effects on the resource requirements of the business it is clear that the choice of which segment or segments of the market on which to focus is a fundamental decision made by all entrepreneurs this paper serves to illustrate the importance of this focus decision and to provide some guidance for entrepreneurs concerning the appropriate degree of focus to adopt in entering an established market

antecedents of organizational resilience in economic crises an empirical study of swedish textile and clothing smes economic recessions have created challenges for small and medium sized enterprises smes and contributed to disruptions requiring them to be resilient at times of economic crises smes face major threats to their financial performance and ultimately to their survival the average number of swedish textile and clothing t c firms that went bankrupt during the recent crisis 2007 09 escalated twofold compared to the average over 2000 10 following the 1990s economic crisis nearly 12 per cent of the t c companies went bankrupt in 1994 95 the structural industrial statistics also plummeted in these crisis years aggravating many internal problems in smes as a ripple effect this study concentrates on the constraints faced by swedish textile related smes primarily during the economic crises of the past two decades 1990 93 and end 2007 09 and identifying the antecedents and their different degrees of influence on economic resilience it also deepens the understanding of the underlying patterns in the antecedents observed in smes favouring or inhibiting resilience due to their significance or deficit respectively the paper adopts an exploratory research conducted in two phases first through a survey and followed by a series of interviews responded by eight swedish t c smes annual reports provide a detailed account of the financial performances of these firms a conceptual resilience framework was developed earlier based on a review of extant literature findings provide insight on how the responding firms considered resourcefulness viz cash flow and investment finance relational networks and material assets along with dynamic competitiveness through strategic and operational flexibility to be key enablers of resilience and financial performance mostly through generation of profitability cash flow liquidity and sales turnover responses also highlighted the indirect influence of the soft learning and cultural aspects like attentive leadership and collectiveness on economic resilience considered tacit and ingrained in small or medium sized family businesses additional process initiatives in particular growth and continuity strategies were also emergent patterns to properly utilize and direct the antecedents for resilience development these are beneficial for firms to understand the key areas in which to invest for developing resilient business models

a closer look at the effect of market growth on industries profits everybody talks about the relation of industries profit rates to their markets rates of growth but nobody does anything about it specifically researchers have confirmed the effect of the growth of nominal output on profits in many multivariate studies without specifying closely the hypothesis under test or the measure of demand growth appropriate to test it a profits growth relationship could stem from several mechanisms the lagged adaptation of capacity to unexpected changes in demand reactions of oligopolists to disturbances in their consensus etc these mechanisms how and where they work hold their own normative interest therefore knowing what behavior and what structure lying behind it accounts for the profits growth relationship should do more than improve the specifications of our studies of allocative efficiency it should also expand our knowledge of adaptive processes that are important and hard to observe directly in this paper we shall synthesize the available explanations of why changes in market demand should affect an industry s profits then present a statistical test of the relative significance of the competing explanations

can small firms find and defend strategic niches a test of the porter hypothesis a number of studies have found a positive relation between market share and profitability michael porter argues that this need not hold when small firms find strategic niches protected by mobility barriers this paper examines that hypothesis by comparing the profitability of large and small lines of business when the activities of the two groups proxied by the allocation of sales across submarkets differ on average the authors find that in heterogeneous product mix industries profits of large lines of business are no longer significantly greater than profits of smaller rivals except that market leaders maintain their advantage regardless of product mix copyright 1989 by mit press

capital market myopia abstract the purpose in writing this article is to focus attention on a phenomenon we call capital market myopia a situation in which participants in the capital markets ignore the logical implications of their individual investment decisions viewed in isolation each decision seems to make sense when taken together however they are a prescription for disaster capital market myopia leads to overfunding of industries and unsustainable levels of valuation in the stock market we use the winchester disk drive industry to elucidate the phenomenon we argue that capital market participants should have seen the problem coming they should have known that valuation levels were absurd based in large part on the greater fool theory the data necessary to anticipate the problem were readily available before the industry shakeout began and stock prices collapsed there are several lessons which we believe can be learned by careful examination of the disk drive experience in the period under study these include taking the broad view of the industry is the key to profitable investment the investment mania visited on the hard disk industry contained inherent assumptions about long run industry size and profitability and about the future growth profitability and access to capital for each individual company these assumptions had they been stated explicitly would not have been acceptable to the rational investor certainly there are valuations which arise which cannot be justified under any circumstance these are the times for the manager to raise money from the public capital markets those managers who took advantage of unsustainable valuation levels now have a chance to survive the shakeout growth is not equivalent to profitability the high growth rate in the industry made it the focus of considerable managerial investor and technological attention the industry attracted so many resources that the growth had high probability of being unprofitable excesses in the capital market turned an opportunity into a disaster profits for some are not equivalent to a good business many players made high profits by investing in the hard disk drive business including the investment bankers and certain of the venture capital groups which invested early enough to catch the wave of euphoria in the stock market and still sell under rule 144 many others rode the cycle up and down without liquidity for many buyers of disk drive stocks in 1983 losses were massive short term successes of some gave the illusion of long term profitability for all investors should not be fooled by such invevitably ephemeral successes market instability can be all bad news very rapid change often creates entrepreneurial opportunity it also creates risk analysis of the hard disk drive industry reveals the dark side of rapid technological evolution and of customer instability early players are often preempted by changes in technology and in customer needs early birds are not always winners in product markets but late comers are almost always losers recognizing the chain one of the more important lessons to be learned from the tale of the disk drive industry is that all players entreprenuers venture capitalists investment bankers industry analysts and investors must recognize the chains involved in such a process first there was a technological chain a series of bets on technological advances in disk drive components disk drive designs and end user designs then there was a financial chain a series of related bets on the internal financial health of each player in the technological chain and on the nature of access to capital in the private and public markets the likelihood that any player in the disk drive industry would prosper without a serious setback due to a weak link was effectively zero indeed weaknesses in the chain were created by exactly the same people whose financial success depended on an unbroken series of favorable outcomes during this same period the public capital markets were also a large supplier of funds to the disk drive industry the total amount of money raised in public offerings of common stocks for participants in the industry was over 800 million during the middle part of 1983 the capital markets assigned a value in excess of 5 billion to 12 publicly traded venture capital backed hard disk drive manufacturers the strong market valuation of these companies paralleled the boom in other high technology stocks and rising valuation levels in the stock market in general table 2 contains data on stock prices and valuation levels for some disk drive manufacturers and table 3 provides general data on the economy and capital markets

characteristics distinguishing high growth ventures abstract the purpose of this study is to define characteristics that distinguish high growth from low growth companies in this examination particular emphasis is focused on characteristics that lend themselves to objective evalnation in previous studies great emphasis has been placed upon characteristics related to the personal capabilities of entrepreneurs although such characteristics are widely accepted as being of great importance they are subjective and evaluated only with great difficulty two pools of companies were examined in the course of this study each company responded to a comprehensive questionnaire and provided longitudinal data related to a wide variety of operating characteristics the first pool of companies the reynolds data base consisted of relatively young small companies the second pool price waterhouse clients included companies that were generally larger and more mature than those in the reynolds data base the distinction between the samples permitted us to consider how the set of growth characteristics varies at different stages in a company s development discriminant analysis of both samples yielded the following insights 1 in both pools it was important that management have substantial industry experience no other characteristic related to the experience or capability of the entrepreneur or entrepreneurial team was identified as distinguishing between high and low growth 2 an interesting strategic profile became apparent based upon the examination of the two groups in the reynolds sample the high growth companies were more focused than their low growth counterparts with more revenue being generated by a single product conversely in the price waterhouse sample the high growth companies displayed a greater propensity for market and product diversification than did the slow growth companies in that pool these results seem logical in that smaller companies have fewer resources and therefore may perform better by focusing their effort conversely more mature companies need to expand growth prospects and hedge against overreliance on any particular opportunity 3 growth companies in the reynolds data base ran leaner than the low growth companies in that sample with fewer managers slimmer payrolls as a percentage of sales and more productive uses of assets growth companies in the price waterhouse sample were more likely to have balanced management teams than the price waterhouse slow growers leanness was not a discriminating variable in this group as one might expect more mature companies would require a broader array of talents and would be better able to afford balanced teams 4 rapid market growth and the ability to develop close customer contacts were identified as discriminating characteristics in the price waterhouse sample neither were identified in the reynolds data base companies in the reynolds data base were not asked to report on market growth and were probably too young to have established much in the way of customer relationships these companies did however report a greater utilization of advanced technology

corporate versus independent new ventures resource strategy and performance differences abstract this study examines differences between independent ventures ivs which are established by individual entrepreneurs and corporate ventures cvs which are controlled by larger companies it focuses on differences between these ventures related to the resources strategies and performance of firms in the computer and communications equipment manufacturing industries thus the findings increase the understanding of the different challenges faced by each venture type and provide insight into how each venture type should be managed the study finds that managers of cvs and ivs emphasized different resources and strategies specifically cvs emphasized the following resources internal capital sources proprietary knowledge and marketing expertise ivs emphasized external capital sources technical expertise and development of brand identification they also differed in their strategies ivs pursued greater strategic breadth more customer service and focused more on specialty products the findings that cvs had less strategic breadth was surprising in that cvs emphasized resources such as internal capital sources which could make pursuing broad strategies more feasible for cvs it is possible that some cvs do not pursue broad strategies because they may be infringing upon someone else s turf within the corporation and thus may be discouraged in spite of finding significant strategy and resource differences the study found that ivs and cvs did not differ in performance and that resources were not directly related to performance based on the concept of equifinality it follows that both venture types can be equally successful even if they follow different roads to success success may be less a function of the different resources ivs and cvs have and more a function of what strategies the firms choose based upon their resources strategy variables did relate to performance a low cost strategy lowered performance regardless of venture type and the influence of an aggressive strategy i e wide strategic breadth on performance depended upon venture origin managers pursuing a low cost strategy may have had lower performance if they became penny wise and pound foolish missing opportunities in their efforts to lower costs this suggests that regardless of venture type managers of new ventures in these industries and perhaps in other volatile industries may need to be opportunistic this study indicates that pursuing broad strategies increased the performance of ivs and decreased the performance of cvs this finding was surprising in that cvs had greater resources which one might think would lead to successful implementation of aggressive strategies in securing enough resources to pursue aggressive strategies from their parents cvs may lose the freedom of action they need to cope with the dynamism of high technology industries this suggests that managers of cvs within the computer and communications equipment manufacturing industries should either not pursue broad strategies or if pursuing broad strategy they should maintain their flexibility in contrast ivs that pursued broad strategies achieved higher performance indicating that perhaps ivs unencumbered by the bureaucracy that characterizes cvs may be able to pursue aggressive strategies while simultaneously maintaining flexibility thus this study offers iv and cv managers several valuable insights first it argues that managers of each type of venture may need to pursue different strategies to increase venture performance and make optimal use of their unique resources furthermore it suggests that cv managers encounter difficulties in applying resources to strategies and not in accessing resources whereas political obstacles may occur cv managers may primarily encounter these difficulties when trying to implement strategies rather than when accumulating resources from the parent suggesting a pitfall that managers of cvs and their parents need to avoid although this study has indicated that both venture types can be equally successful it suggests that they may face different obstacles and follow different roads to success

dealing with resource disadvantage generic strategies for smes this paper identifies three generic strategies for smes taking into account explicitly their resource disadvantage in addition to the much advocated niching strategy we show that smes can free ride on the bigger firm s market development efforts and or they can form strategic alliances to force accommodation by the bigger rivals contrary to conventional arguments we show that success in niching is not conditional upon the continued ignorance of the niche by the bigger firms it is also not true that the smes must have a cost advantage vis a vis the bigger firms in order to niche or to free ride successfully the bigger firms faced with entry into their markets by smes encounter the classical chain store paradox the three generic strategies proposed here are designed to force accommodation by the bigger firms

strategies of high performing new and small firms a reexamination of the niche concept abstract entrepreneurs seeking to position new or small firms in industries populated by well established competitors are frequently advised to seek the protection of a market niche there shielded by market characteristics which render the niche uninteresting to larger rivals small firms are urged to compete at the fringe of the market this article challenges this conventional wisdom citing industry and firm characteristics which under certain conditions create opportunities for successful direct competition by some small or new firms against much larger and established competitors however the authors caution that the conditions which created the opportunity may erode in time rendering the successful challenger vulnerable either to retaliation by the larger firm or challenge from subsequent entrants examples of successful direct confrontation by relatively small competitors are drawn from mature low tech industries a rapidly growing high tech industry and the service sector

capital movements intersectoral resource shifts and the trade balance abstract in this paper i consider the interactions between the internal structure of the economy and its external balance in an intertemporal set up with perfect foresight a simple pattern emerges current account deficits are associated with depreciating real exchange rates the incorporation of real investments and government spendings change this pattern in a systematic way depending on factor intensities the composition of government spending and its timing

the theory of interindustry wage differentials an intertemporal analysis the authors develop an intertemporal two period two sector specific factor model characterized by generalized wage differentials and show that a number of pathological results in the domestic distortions literature are all but eliminated in this model in contrast to the standard two sector model savings and investment are endogeneously determined and trade is not always balanced they also obtain results pertaining to the implications of wage differentials for the pattern and volume of investment and the balance of trade in the current account

do newly founded firms pay lower wages first evidence from germany using a linked employer employee data set for germany this paper analyses wage setting in a cohort of newly founded and other establishments from 1997 to 2001 while theory provides alternative explanations for higher or lower wages in newly founded firms we show empirically that start ups tend to pay lower wages ceteris paribus on average wages in newly founded establishments are 8 lower than in similar incumbent firms this negative wage differential is substantially smaller in eastern than in western germany the wage differ ential is shown to decline over time as the newly founded firms become more mature

the order and size of entry into international markets abstract when entering markets managers must decide when to enter as well as how many resources to commit to the entry the study finds that larger initial resource commitments do not result in higher market share and market survival in international markets instead to improve performance in international markets managers should strive to be first entrants further first entrants typically commit fewer resources suggesting that this strategy can be pursued by firms with limited resources

competition with targeted product design price variety and welfare abstract we consider the price and welfare effects of competition in targeted product design in the context of the salop circle model changes in product design lead to demand rotations that set the stage for our analysis with an exogenous number of firms we show that the degree of targeted product design tends to increase with the number of firms moreover under reasonable conditions price increasing competition takes place for intermediate levels of the number of firms this effect is associated with the possibility of lower consumer welfare with endogenous firm entry an interesting insight from our analysis is that in some situations an increase in market size or a technological progress that reduces entry costs both might reduce consumers welfare

aggressiveness of response to new business opportunities following deregulation an empirical study of established financial firms abstract certain researchers have argued that industry structure constrains a firm s ability to respond to new business opportunities an important research question is to determine the relationship between organizational structure and strategy and a firm s response to new business opportunities this article measures how established financial firms respond to new business opportunities following deregulation and then compares these activities to accepted well known strategy typologies and structural arrangements using secondary data the new business venturing activities of the entire population of texas savings and loans n 270 was determined following an industry deregulation forty four of these savings and loans s ls then were identified as having a high level of venturing activity whereas 71 s ls were characterized by a low level of venturing activity a questionnaire describing specific well known strategies and structural arrangements was mailed to the top managers of these 115 s ls telephone interviews were obtained from 99 of the 115 s ls receiving questionnaires chief executive officers and executive vice presidents from 37 high level venturing activity s ls and 62 low level venturing activity s ls responded twenty eight of the 37 high level venturing activity s ls reported the use of a prospector type strategy whereas 52 of the 62 low level venturing activity s ls reported having a defender strategy this final sample of 80 s ls 28 52 was used in all subsequent data analyses total assets of the s ls sampled ranged from 10 2 million to 4 1 billion dollars a covariance

the internationalization of new and small firms a resource based view abstract this paper seeks to enhance understanding of the internationalization of small and medium sized enterprises smes the study focuses upon the following issues can the characteristics of principal founders businesses and the external environment at one point in time be used to explain at a later date whether a firm is still an exporter or a nonexporter whether exporting firms are larger in size than nonexporting firms whether exporting firms report superior performance than nonexporting firms and whether exporting firms are more likely to survive than nonexporting firms to address these questions this study draws upon a sample of 621 manufacturing construction and services businesses located in twelve contrasting environments in great britain surveyed first in 1990 91 and then re interviewed in 1997 a resource based view is reviewed to identify the range of factors encouraging some owner managed smes to enter export markets four categories of human and financial capital are examined general human capital resources the principal founder s management know how the principal founder s specific industry know how and a principal founder s ability to obtain financial resources that can act as a buffer against random shocks variables relating to resource availability in the external environment were also collected and considered control variables previous studies have highlighted substantial industry differences in the propensity for businesses to enter export markets as well as to survive the principal industrial activity of each business in 1990 91 was therefore considered a control variable variables collected during the 1990 91 survey were selected to explain variations in the propensity to export reported by surviving independent firms in 1997 after elimination of missing values the working sample was reduced to 116 independent firms for this study 86 nonexporters and 30 exporters in 1997 in addition the 21 variables were selected to explain variations in business size in 1997 profit performance relative to competitors reported in 1997 changes in employment over the 1990 91 to 1997 period and business survival over the 1990 91 to 1997 period 213 survivors and 395 nonsurvivors multivariate statistical analysis confirmed that previous experience of selling goods or services abroad is a key influence encouraging firms to export businesses with older principal founders with more resources denser information and contact networks and considerable management know how are significantly more likely to be exporters further businesses with principal founders that had considerable industry specific knowledge are markedly more likely to be exporters businesses principally engaged in the service sectors and those located in urban areas are significantly less likely to be exporters a key finding of this study is that the explanatory variables significantly associated with the propensity to export sales abroad are not the same as those significantly associated with selected size and performance measures the resource based explanatory variables selected fail to significantly detect employment growing firms over the 1990 91 to 1997 period they also fail to significantly distinguish surviving independent firms from nonsurviving firms results from this study will provide policy makers and practitioners with additional insights into the key resource based factors associated with the decision by new and small independent firms to export sales abroad practitioners and policy makers can focus upon the characteristics of principal founders businesses and the external environment to predict the subsequent propensity of an independent firm to be an exporter policy makers and practitioners who want more new and small firms to export outside their local areas may prefer to target their resources and assistance to the relatively smaller proportion of firms that have the business and principal founder profiles that are significantly associated with a firm being an exporter

modeling new venture performance an analysis of new venture strategy industry structure and venture origin abstract this study examined the relative role of strategy industry structure and origin independent vs corporate or parental venture on the profitability and growth of 247 new ventures in two segments of the information processing industry computer related and communications related equipment manufacturing each of the 247 ventures was eight years old or less most previous research examining the role of these three factors in new venture performance has examined them singularly or in limited combinations with very few firms in their sample the theoretical agenda in this study was to advance this research stream by simultaneously examining origin strategy and industry structure as well as the interaction between strategy and industry structure using a large sample of new ventures the applications agenda in the study was to uncover patterns in the interactive role of strategy structure and origin that might provide meaningful insights to aid strategic decisions in new ventures from the theoretical perspective the study found that variability in new venture performance was better accounted for when all three factors were included in a statistical model overall these results suggested that new venture strategy and industry structure and their interaction are essential for understanding new venture performance while origin is secondary more important in explaining market share growth than higher profitability several study findings may be of interest to the practicing new venture strategist the study uncovered eight basic strategy patterns across the 247 firms a detailed description of these eight distinct patterns is provided in appendix a of this article overall performance results suggest that no one strategy is always the best new venture strategy but when we examined the fit of different strategies with different industry structures we were able to distinguish high from low performing new ventures dramatically in other words specific new venture strategies were very effective in some industry settings and ineffective in others for example new venture entrepreneurs were able to successfully enter and compete in high barrier industries by employing strategies emphasizing superior product quality and higher customer service alternatively when entry barriers were low strong marketing skills offered the best advantage the key to the success of these marketing oriented ventures was the establishment of a distribution system in which products were pulled through by their strong brand identification and name recognition these venture managers supported brand identification and name recognition with a high level of advertising and promotion experience and gave constant attention to adding new channels of distribution although earlier studies suggested that parented new ventures are more effective in achieving profitability origin was not a significant explainer of profitability for the new ventures in this study much has been written recently that argues for creating an entrepreneurial climate in a corporation many corporations have wholeheartedly embraced efforts to foster an independent spirit among parented ventures so much so that many corporations have attempted to replicate an independent climate in their corporate sponsored start ups rather than an origin difference between new ventures perhaps it is the difference in the climate or spirit of the venture or more specifically the manner in which the corporation manages the start up that accounts for profitability differences

monopolistic competition and general purpose products most models of monopolistic competition study the question of the optimal degree of product differentiation by looking at the number of firms that will locate in characteristics space this is somewhat restrictive the development of general purpose products means that the needs of quite heterogenous consumers can be satisfied with the same homogenous product the private and social incentives to produce general purpose products are studied in this paper within the circular road model of monopolistic competition the degree of general purposeness of a product is approximated by its per unit distance transport costs it is shown that there are strong forces leading the market to supply products whose transport costs are excessively low

filling the institutional void the social behavior and performance of family vs non family technology firms in emerging markets family businesses fbs are said to treat their employees with unusual consideration to form a cohesive internal community they are also claimed to develop deeper more extensive connections or relationships with outside stakeholders both behaviors may increase the viability of a business intended to support an owning family and its later generations such social linkages we believe may compensate for the lack of capital product and labor institutional infrastructures in dynamic emerging economies this survey study of a most challenging emerging market sector namely korean hightechnology businesses argues three major points 1 relationships of community and connection will be more common in fbs than in non fbs 2 these relationships will enhance performance in emerging market hightechnology sectors which because of their competitive complex and everchanging nature rely on significant expert knowledge and social capital within and outside the organizational community 3 the performance of fbs will benefit more from these community and connection relationships than the performance of non fbs because in these personally intimate settings employees and external partners will be especially likely to return the generosity of a visibly active owning family or to penalize its selfishness significant empirical support was found for most of these hypotheses

corporate ventures into industrial markets dynamics of aggressive entry abstract this article reports a study of the effect of aggressive entry by firms venturing into new industrial markets there are three main sets of results first there is a significant correlation between the competitive attractiveness of the target industry and the initial share objective set by the corporation venturing into that industry second the downstream share objective set at the launch of the venture is significantly correlated with several key marketing strategy and investment strategy options made by the firm at the start of operations third if most of these key strategy decisions are made under the assumption that a high share position will rapidly be achieved their resulting performance in terms of both market share and roi is superior to firms which enter with less aggressive share aspirations these results are particularly appealing to the large established firm which has the resources and thus can both afford to absorb the cost of failure and afford to make significant front end investments in aggressive initial marketing expenses and investments in initial plant capacity for such firms a feasible strategy for a new venture into an industrial market could be to if possible but not essential seek industries markets to enter which are less likely to provoke rivalrous responses set aggressive market share targets invest aggressively in initial plant capacity develop aggressive sales force sales promotion advertising service quality and or pricing programs relative to competitors as appropriate to the particular industry being entered the reason we suggest that the programs be aggressive as appropriate is that different strategic options are likely to be more effective in one industry than another for instance aggressive advertising and sales promotions could be more effective for consumables while aggressive sales calling programs and superior service delivery could be the more effective route for capital goods businesses

the survival of new plants start up conditions and post entry evolution abstract this paper examines the longevity of entrants we find size to be an important determinant of the chances of survival this being particularly relevant to de novo entrants as compared with entry by established firms current size is also found to be a better predictor of failure than initial size moreover our findings indicate that after controlling for size differences past growth matters for survival suggesting a partial adjustment process for firm size in the post entry period finally new plants are more likely to live longer if they enter growing industries or industries with little entry activity

entrepreneurial ability venture investments and risk sharing a number of issues that relate to the desirability and implications of new venture financing are examined within a principal agent framework that captures the essence of the relationship between entrepreneurs and venture capitalists the model suggests 1 as long as the skill levels of entrepreneurs are common knowledge all will choose to involve venture capital investors since the risk sharing provided by outside participation dominates the agency relationship that is created 2 the less able entrepreneurs will choose to involve venture capitalists whereas the more profitable ventures will be developed without external participation because of the adverse selection problem associated with asymmetric information 3 if a costly signal is available that conveys the entrepreneur s ability some entrepreneurs will invest in such a signal and then sell to investors these entrepreneurs however need not be the more able ones the implications for new venture financing of these and other findings are discussed and illustrated by example

flexible technology and industrial structure in the u s this paper analyzes the development over the postwar period of output employment and the number of plants in manufacturing in the united states it is shown that the distribution of flexible technology in the form of machine tools ncmts shifted markedly toward small plants during the 1980s it is found that the probability of adoption and the penetration rate of ncmts are higher in large than in small plants even though the number of ncmts per worker is much higher in small plants this apparent paradox is explained it is also suggested that the shift of output towards smaller plants is correlated with the increased use of flexible technology and that this reflects changes in the division of labor among plants of various sizes as well as changes in the composition and organization of production in large plants

patterns of growth competitive technology and financial strategies in young ventures abstract young independent technology based ventures have an increasingly complex array of strategic choices about how they can grow while simultaneously competing on the basis of their technological capacity and skills in their markets given the central importance of these choices to the success of the venture there should be a close integral relationship among them similarly financial strategy choices also enter this relationship growth and competition place tremendous resource demands on the young technology based venture and financial strategy choices therefore must also be factored into the choice taking process the choice taking perspective is basic to this inquiry as other researchers have pointed out young entrepreneurial ventures typically do not utilize highly formalized strategic planning processes robinson and pearce 1983 strategy formation in such firms tends to be informal and episodic strategy may be revealed best through the pattern or set of choices taken at a point in time and over time from a choice taking perspective then the critical questions become the following a are there identifiable patterns of growth technology and financial choices b what factors shape or determine which choices are taken and c are these patterns related to venture performance these questions were explored by using data from a survey of 100 ceos of young independent technology based firms across three industries the results generally support the idea that patterns of choices can be identified several of these patterns are related to the ventures demographic characteristics such as form of ownership and scope of sales importantly stage of development was not related to those patterns nor to the performance of the ventures the highest performing ventures were found to be pursuing internal innovation through r d for product breakthroughs this finding is surprising since young ventures at the stage at which most were found in this sample would traditionally be expected to emphasize product extensions and modifications we need to better understand why young ventures would choose to innovate internally for breakthroughs in their growth stages and how well they are able to do so a major implication of this research is that the ceos of young technology based ventures are being presented with a much larger menu or array of choices at many points in time than conventional stage based models of venture development have postulated one explanation of this possibility is that the firm life cycle is being compressed by relatively new conditions such as the availability of more and earlier capital through joint venturing and alliances and shorter product life cycles indeed a follow up survey a year later with 77 ceos from this sample confirmed that joint ventures and alliances were the number one choice being pursued to gain access to distribution channels and new markets what is troubling about this possibility is that the skills and capacities of these young ventures may be limited in comparison with the richness and complexity of the available choices in the follow up survey the sources of information that were by far the most relied upon for strategic decision making were other internal senior managers and board members outsiders such as lawyers ranking distantly behind the leaders of these ventures need to be fully supported in evaluating negotiating and managing these often highly complex relationships