bluuebunny/crossref_metadata_2025 huggingface dataset:
Effects of social tie content on knowledge transfer
Authors: Zhou Shihao , Siu Felix , Wang Minhong
Published: June 2010

Purpose

The aim of this study is to explore the role of social tie content in the interpersonal knowledge transfer process and to test the effects of different social ties, i.e. distinguishing instrumental tie and expressive tie, on knowledge transfer, using cognition‐ and affect‐based trust as the mediators.

Design/methodology/approach

A theoretical model was tested through a survey carried out on 152 MBA students of a university in east China, and structural equation modelling (SEM) was employed for data analysis.

Findings

This research proved that both instrumental and expressive ties will facilitate trust and knowledge transfer. Cognition‐based trust is not essential when low‐tacit, general knowledge is transferred, and the effect of the expressive tie becomes negative when trust is controlled. When transferring general knowledge the instrumental tie is more efficient. However, contrary to the hypothesis, it is found that the effect of the expressive tie is not significantly larger than that of the instrumental tie during the tacit knowledge transfer process.

Research limitations/implications

Besides tacitness, future research may consider involving more dimensions of knowledge into the theoretical model. Longitudinal and cross‐national studies are also needed.

Practical implications

The paper suggests that managers can enhance knowledge transfer among co‐workers by enhancing their instrumental and expressive ties. However, overuse of the expressive tie is risky. The importance of trust construction in organizations is also underscored.

Originality/value

The study reminds scholars to pay attention to the role of tie content in knowledge transfer. The findings also help managers to know how to increase knowledge transfer through promoting intra‐organizational networking.
Knowledge risk management: a framework
Authors: Massingham Peter
Published: June 2010

Purpose

There has been increased interest in application of knowledge management (KM) in managerial issues as a way of demonstrating the field's value. There has also been an increasing focus on risk management (RM) in response to growing organisational awareness of corporate and social responsibilities. This paper seeks to contribute to the emergence of a new field of research – referred to as knowledge risk management (KRM), which applies KM tools and techniques to the management of organisational risk.

Design/methodology/approach

The approach takes the form of building on an empirical study of the Australian Department of Defence using case study methods.

Findings

The paper examines how conventional approaches to risk management based on decision tree methods are ineffective, and proposes and tests an alternative KRM model.

Research limitations/implications

A limitation is that the paper is based on a single case study.

Originality/value

The model provides managers with a way to differentiate amongst risks and prioritise for action. Its main value is to reduce the cognitive bias inherent in traditional decision methods for risk assessment. The KRM model improves the accuracy of risk assessment by reducing subjectivity caused by cognitive bias.
The many aspects of anticipation
Authors: Poli Roberto
Published: June 2010

Purpose

After summarizing the theories of anticipation proposed over the past century, the paper aims to distinguish between anticipation as an empirical phenomenon and the conditions that make anticipation possible. The paper's first part seeks to show that many scholars from various research fields worked on the many nuances of anticipation. The paper's second part seeks to discuss the difference between the capacity of anticipation and the nature of systems able to exhibit anticipatory behavior. The former endeavor adopts a descriptive attitude, whilst the latter seeks to understand what it is that makes anticipation possible.

Design/methodology/approach

The paper presents a theoretical and experimental analysis of anticipation and anticipatory systems.

Findings

Anticipation is a widely studied phenomenon within a number of different disciplines, including biology and brain studies, cognitive and social sciences, engineering and artificial intelligence. There is a need for relying on at least two different levels of analysis, namely anticipation as an empirical phenomenon and the idea of an anticipatory system or the study of the internal structure that a system should possess so that it can behave in an anticipatory fashion.

Research limitations/implications

The literature summarized by the paper is only part of a substantially larger body of documents. More extensive analyses are needed to firmly establish the conclusions suggested.

Practical implications

The paper allows better understanding of the complexity of anticipation and the differences between types of anticipation (e.g. between explicit versus implicit anticipation).

Originality/value

For the first time, the distinction implicitly present in the surveyed literature between anticipation as an empirical phenomenon and the idea of anticipatory system as the study of the conditions that make anticipation possible is raised explicitly.
Dynamic ontology as an ontological framework of anticipatory systems
Authors: Petrov Vesselin
Published: June 2010

Purpose

The paper aims to investigate what is the best ontological framework of anticipatory systems. Its aim is to argue the thesis that the ontology on which anticipatory systems are based should be a dynamic one: a kind of process ontology. It seeks to include a demonstration of the fruitfulness of such an ontological framework for the investigation of anticipatory systems.

Design/methodology/approach

The methodology of the paper is a process ontological one. The objectives are achieved by a comparative analysis of the static and dynamic approaches to the ontological framework.

Findings

A process ontological framework is a reliable basis for the substantiation of the thesis that there is no great gap between living and non‐living systems as far as anticipation is concerned.

Practical implications

An example is represented of an anticipatory non‐living system that is artificially created and is programmed as a self‐control system. In this respect the paper has some practical implications.

Originality/value

A new approach is suggested to the investigation of anticipatory systems. It could be of interest not only for philosophers, but also for scientists who work on ontology as technology.
Sociological contributions to futures’ theory building
Authors: Erik Karlsen Jan , Øverland Erik F. , Karlsen Hanne
Published: June 2010

Purpose

This article aims to contribute to futures theory building by assessing the inherent ontological and epistemological presumptions in foresight studies. Such premises, which are usually embedded in foresight studies, are contrasted with sociological imagination and contemporary social science discourse.

Design/methodology/approach

This paper is a conceptual analysis of theoretical assumptions embedded in foresight studies.

Findings

Sociological lenses, including concepts like anticipation, latency, time, uncertainty, complexity, ambiguity, change and plurality of images, offer clarity in terms of both futures studies and foresights.

Research limitations/implications

Explicating presumptions embedded in foresight methods helps recognition of how such methods shape the concepts of future and time. This is vital for assessment of the analytical products of foresights studies.

Originality/value

This research contributes to the ambition of linking the theoretical world of futures research and the practical world of foresights closer together by explicating key concepts and implicit assumptions in both fields.
Using knowledge to improve preparation of construction projects
Authors: Loforte Ribeiro Francisco , Leitão Tomásio Ferreira Vanessa
Published: June 2010

Purpose

Efficient project execution is a key business objective in many domains and particularly so for capital projects in the construction industry. Each construction project is unique in terms of how specialist professionals manage knowledge. Construction projects generate a large body of knowledge for sharing and reuse within the construction organization and across projects. In addition, projects provide opportunities for new knowledge to emerge in a cross‐functional, team‐work context. There are many factors in the construction industry that can influence the execution of construction projects, both positively and negatively, and so it is increasingly important to anticipate risks and implement the best solutions. Therefore, the preparation of the project before execution is crucial for any construction firm. This paper sets out to improve project preparation for execution in large construction firms. Thus, the purpose of this paper is to look at ways by which construction projects are prepared, based on the empirical data collected from five case studies. It also seeks to provide and discuss a model of a knowledge management (KM) system aimed at improving the preparation of large construction projects.

Design/methodology/approach

The prerequisite for developing a KM solution in which project knowledge can be used to enable and improve project‐preparation processes is identifying the sources and nature of knowledge and its flow from a particular source to a specific destination. In order to understand the source flow of project knowledge, a qualitative case study approach was undertaken whereby various actors, knowledge retention practices, access and retrieval of knowledge, and issues in sharing knowledge were identified and analyzed. Case study research is one of the most widely used research designs in qualitative research. The methodology looks at five large construction projects, but not typical projects, which nonetheless provide useful insights for developing KM solutions aimed at improving project preparation.

Findings

This paper discusses how to improve project preparation in construction projects with KM and presents a KM model aimed at improving project preparation.

Research limitations/implications

Construction firms need to be aware of the advantages of KM initiatives and practices in project organizations. KM requires an organisation environment that allows workers to create, capture, share, and leverage knowledge to improve project preparation.

Originality/value

This paper presents a new framework for managing project knowledge needed for undertaking project preparation. The knowledge map and the content of the knowledge base may be changed to fit the organization to be applied.
Assessing the relationship between firm resources and product innovation performance
Authors: Julienti Abu Bakar Lily , Ahmad Hartini
Published: June 2010

Purpose

This paper seeks an answer to the question about which of a firm's resources contributes most to product innovation performance (PIP). The paper aims to adopt the resource‐based view (RBV) and consider both tangible and intangible assets.

Design/methodology/approach

A mail administrated survey was distributed to a randomly selected list of 700 small and medium enterprises (SMEs) in Malaysia. The response rate was 20.1 percent and the usable response rate was 15.4 percent which is favorable for this type of research. As comparable to other SME studies and particularly in Malaysia, this relatively low‐response rate is not surprising for mail administrated questionnaire.

Findings

The findings indicate that, in the Malaysian context, intangible resources are the main drivers of PIP. This is keeping with the expectations of the RBV.

Research limitations/implications

Establishing a cooperative relationship with the Small and Medium Size Industries Development Corporation of Malaysia plays a significant role in helping us to garner a larger than expected response rate among the SMEs. Alliances such as this may help researchers improve survey response rates among smaller manufacturers.

Originality/value

This paper is unique in that it is the first paper to address the relationship between firm resources and PIP among Malaysian companies. While the paper is primarily descriptive in nature, it does provide some evidence that can be used in the development and testing of hypotheses concerning the relationship between PIP and firm's resources.
Surveying the critical success factors of BPM‐systems implementation
Authors: Ravesteyn Pascal , Batenburg Ronald
Published: June 2010

Purpose

The purpose of this paper is to explore if there is a common ground for the definition of business process management (BPM) and BPM‐systems, as well as the critical success factors (CSFs) for BPM‐system implementation. A BPM‐system implementation framework is validated that classifies the CSFs in distinctive domains that can be used for BPM project management and organization.

Design/methodology/approach

A meta‐analysis of literature was performed to develop a set of statements with regard to the definition, benefits and CSFs of BPM(‐system) implementation. Then a survey was conducted among 39 Dutch consultants, developers and end‐users of BPM‐systems that vary in BPM experience. Through a web‐questionnaire, the shared view of the respondents was measured with respect to the definition, benefits and the BPM‐system implementation framework.

Findings

It appears that different respondent groups share a common view on the definition and benefits of BPM and BPM‐systems, regardless their role in the value chain of BPM deployment within organizations. In addition, there is consensus on the CSFs of BPM‐system implementation. In particular, it is supported that communication, involvement of stakeholders and governance is critical. Hence, organizations should realize that BPM‐system implementation is not mainly an IT‐project, but should preferably be initiated by top management.

Research limitations/implications

This paper is limited to representatives from Dutch organizations. Future research can be done in other countries to explore if BPM‐systems and its CSFs differ across regions and cultures. Furthermore, the BPM‐system implementation framework can be specifically validated by (comparative) case study or project research.

Originality/value

While BPM is commonly accepted as a concept, the CSFs for BPM‐system implementation is hardly validated. This paper shows, by empirical validation, if these CSFs from literature are supported by different groups of professionals. Furthermore, the CSFs for implementing BPM are modeled and classified in a framework build up from five areas. Analysis of the internal coherence of different survey items sets, supports that the authors can define the goals and CSFs when implementing BPM‐systems.
Sustainable supply chains: a study of interaction among the enablers
Authors: Nishat Faisal Mohd
Published: June 2010

Purpose

A focus on supply chains is a step towards the broader adoption and development of sustainability, since the supply chain considers the product from initial processing of raw materials to delivery to the customer. The purpose of this paper is to present an approach to effectively adapt sustainable practices in a supply chain by understanding the dynamics between various enablers that help to transform a supply chain into a truly sustainable entity.

Design/methodology/approach

Using interpretive structural modeling, the paper presents a hierarchy‐based model and the mutual relationships among the enablers of sustainability in a supply chain.

Findings

The paper shows that there exists a group of enablers having a high‐driving power and low‐dependence requiring maximum attention and of strategic importance while another group consists of those variables which have high dependence and are the resultant actions.

Practical implications

This paper provides a useful tool to supply chain managers to differentiate between independent and dependent variables and their mutual relationships which would help them to focus on those key variables that are most important for effective implementation of sustainability concepts in the design of a supply chain.

Originality/value

This paper assumes importance in context of countries in the Gulf region which are developing economies and the pace of development is quite high, putting a lot of pressure on natural resources. Sustainability demands that the resources be used such that the environment is conserved and this requires all the partners in a supply chain to be aware and ready to implement sustainable practices. The findings of this paper would help delineate those variables that should to be necessarily considered to design a sustainable supply chain.
Putting Entrepreneurship into Marketing: The Processes of Entrepreneurial Marketing
Authors: Stokes David
Published: June 2010

This paper considers how marketing can be made more appropriate in entrepreneurial contexts by proposing a conceptual model of the processes of marketing as undertaken by entrepreneurs. Although marketing is a key factor in the survival and development of business ventures, a number of entrepreneurial characteristics seem to be at variance with marketing according to the textbook. These include over‐reliance on a restricted customer base, limited marketing expertise, and variable, unplanned effort. However, entrepreneurs and small business owners interpret marketing in ways that do not conform to standard textbook theory and practise. An examination of four key marketing concepts indicates ways in which entrepreneurial marketing differs from traditional marketing theory. Entrepreneurs tend to be “innovation‐oriented”, driven by new ideas and intuitive market feel, rather than customer oriented, or driven by rigorous assessment of market needs. They target markets through “bottom‐up” self‐selection and recommendations of customers and other influence groups, rather than relying on “top‐down” segmentation, targeting and positioning processes. They prefer interactive marketing methods to the traditional mix of the four or seven “P’s”. They gather information through informal networking rather than formalised intelligence systems. These processes play to entrepreneurial strengths and represent marketing that is more appropriate in entrepreneurial contexts, rather than marketing which is second best due to resource limitations.
Entrepreneurial Internationalisation: The Role of Distributor/Client Relationships
Authors: Merrilees Bill , Tiessen James , Miller Dale
Published: June 2010

This paper examines the nature of SME (Small to Medium Sized Enterprise) international marketing strategies, using a framework developed by Merrilees and Tiessen (1999). This framework highlights two main types of marketing strategies: relationship‐driven and sales‐driven. The original study was developed using case studies of Canadian SMEs exporting to Japan whilst this current paper employs a quantitative survey of 182 SMEs. The addition of this quantitative sample enables a more analytical approach to be employed to aid our understanding of the particular nature of SME relationship marketing in an international context. Two different methodologies, factor analysis and cluster analysis are used for this purpose. Finally, the paper investigates the link between relationship activities and export performance. The paper confirms the usefulness of the Merrilees‐Tiessen classification of SME international marketing strategies, develops a new classification of SME international relationship marketing, and establishes a link between superior relationship activities and superior export performance.
Being Creative at the Marketing/Entrepreneurship Interface: Lessons from the Art Industry
Authors: Fillis Ian
Published: June 2010

Creativity is not a new phenomenon. Neither is entrepreneurial marketing. This paper offers a discussion, based on both classical and contemporary evidence from the world of art, on how creative ability can give both the individual and the smaller firm a competitive advantage. Instead of adopting a replicative, quantitative methodology, as found in many smaller firm studies concerning marketing and entrepreneurship, this work embraces an alternative methodology by examining actual creative practice, as well as investigating the creative metaphor. It is believed that a range of useful outcomes will emerge from this, ranging from the promotion of awareness of the need for creativity in the smaller firm, given the inherent lack of many other resources, to the belief that those researching at the Interface will also benefit from adoption of alternative methodologies in order to generate new theory.
“Diamonds in the Sand”
Authors: Turnbull Andrew , Macleod Jane
Published: June 2010

This paper considers those high growth companies who do not appear to consult official support bodies – in particular, Grampian Enterprise Ltd. The challenge of finding these businesses has been likened to looking for “diamonds in the sand”. Both general and specific recommendations are drawn that would help in the locating and motivating of these SMEs to seek official help.
Insight or Enigma? Marketing, Entrepreneurship and Complexity Science
Authors: Fraser Peter
Published: June 2010

This paper has emerged out of recent and continuing empirical work carried out as part of a doctoral proposal to consider creativity, identity and survival in the microbusiness in general and, more specifically, the one‐person‐business (OPB). Inevitably therefore issues at the core of marketing and entrepreneurship are prominent. Some perspectives from Complexity Science are appealed to in an effort to understand better some of the behavioural patterns encountered in this sector and in the research for this thesis. I will consider what if any insights, applications and further avenues in the study of marketing and entrepreneurship are suggested by reassessing SMEs, micro businesses, the solo self‐employed and interpreting their behaviours in terms of complexity perspectives.
Marketing Orientation in SMEs: Effects of the Internal Environment
Authors: Becherer Richard C. , Halstead Diane , Haynes Paula
Published: June 2010

Marketing orientation can be described as a culture in which organizations strive to create superior value for their customers (and superior performance for the business) by focusing on customer needs and long‐term profitability. Some studies have found that firms with a high degree of marketing orientation experience improved performance; othershave found mixed or non‐significant results. While all firms are strongly influenced by their external environment, small to medium sized firms (SMEs) may be even more influenced by their own internal culture. The smaller firms are less bureaucratic and more a reflection of their own specific leadership and internal circumstances. The marketing orientation of these firms may in part be determined by such factors as the scope of the business or the managerial style of the president. This study examines the market orientation of SMEs relative to several characteristics of the organization and the managerial style and background of the company president. In addition, marketing orientation is examined relative to company performance in terms of both change in sales and change in profits. The results of this study confirm some earlier research on marketing orientation and provide some new insights and questions on this important strategic dimension.
Managing the Marketing/Entrepreneurship Interface in Small Knowledge‐Based Firms: A Methodological Approach
Authors: Capaldo Guido , Iandoli Luca , Raffa Mario , Zollo Guiseppe
Published: June 2010

In this paper the authors address the issue of the management of the marketing/entrepreneurship interface in small entrepreneurial knowledge‐based firms (EKFs). According to the perspective presented in this work, in such firms, the management of the interface is strictly related to ensuring a suitable balance of market and technological innovation capabilities throughout each phase of firm’s life. In order to contribute to the debate in this research area, the authors propose a theoretical framework based on both organizational configuration and resource‐based theories. Within this theoretical framework, a methodology to evaluate firm’s innovation capabilities based on the use of fuzzy logic is described. The proposed methodology was tested in a field analysis whose results are presented in the paper. On the basis of these empirical results, some useful indications and practical lessons concerning the relationships between marketing/entrepreneurship and innovation in small innovative firms are discussed.
Temporal Issues Related to Marketing at the Entrepreneurship Interface: The High Technology Case
Authors: Schwartz Robert G. , Teach Richard D.
Published: June 2010

Although unproven, many researchers have assumed that firm strategies remain constant over time, but such conclusions have resulted in conflicting generalizations. This study further extends the use of interpoint distance methodology to compare factor structures of marketing strategies of entrepreneurial technology firms at two points‐in‐time – 1989 and 1998.
Branding as a Competitive Strategy for Demand Management in SMEs
Authors: Abimbola Temi
Published: June 2010

The ability to predict future demand is a need that businesses work towards irrespective of their size. Creating a favourable competitive stance for firm’s output is also a crucial goal of businesses. These two goals are of particular importance for enterprises operating in an environment characterised by rapid changes, shortened lead‐times, and exponential innovative activities. This study aims to elaborate on branding as a marketing principle relevant to the entrepreneurial quest for stimulating demand and creating competitive advantage. It also aims to highlight the appropriateness of branding to SME practices and to identify relevant guidelines that SMEs could follow in building a successful brand.
Cultural Entrepreneurs and Creating Exchange
Authors: Wilson Nicholas , Stokes David
Published: June 2010

“Marketing, as it relates to the arts, is not about intimidation or coercion or abandoning an artistic vision. It is not ‘hard‐selling’ or deceptive advertising. It is a sound, effective technology for creating exchanges and influencing behaviour that, when properly applied, must be beneficial to both parties involved in the exchange” (Kotler and Scheff, 1997). The focus of this paper is on how owners/managers of small and medium sized Independent businesses in the music industry (“cultural entrepreneurs”) create exchange and influence behaviour when accessing finance for their businesses. The paper is based on Leadbeater and Oakley’s (1999) description of a “new” model of work and creative production, derived from cultural entrepreneurs’ characteristic “independence”. With reference to initial findings from a major Government‐sponsored research project looking at the extent to which access to finance acts as a barrier to growth for small and medium‐sized enterprises (SMEs) in the Music Industry, the paper identifies some potential difficulties such independence might lead to in creating beneficial exchange. The importance of appropriate partnership and promotion strategies, effective communication skills, and financial self‐sufficiency are highlighted in the context of the Industry’s uncertain environment. In conclusion, it is argued that the reconciliation of the entrepreneurs’ independence on the one hand with the qualities that allow mutually beneficial exchange on the other, is a primary requisite for effective cultural entrepreneurship.
Dreams, Schemes and Castles: Can Entrepreneurial Input Benefit A Heritage Tourism Resource?
Authors: Barbour Sharon , Turnbull Andrew
Published: June 2010

This paper examines the integration of entrepreneurial thinking and the elements of marketing strategy in attracting visitors to Grampian region’s castles, focusing specifically on the current tourist initiative of the “Castle Trail”. Firstly, the nature of a heritage tourism resource is highlighted. Secondly, the role of entrepreneurship in not for profit organisations is considered. Lastly, the paper explores the need to include entrepreneurial activities in the development of a marketing plan for maximising the potential of the north‐east’s heritage tourism resources. It is demonstrated that this approach will allow for the creation of a fundamentally distinctive image that will contribute to the overall success of the initiative. The central hypothesis is that the marketing of Grampian region’s prime heritage asset is at present inadequate and new initiatives are required to link marketing principles with entrepreneurial practice. This is supported by primary research findings, where it is demonstrated that a rethinking of the current strategy is much needed. The primary research consists of both interviews and questionnaires. The findings of this research are then combined with the findings of the secondary research, the literature review, and together they provide the framework for a number of recommendations. These include the need to improve road signposting, to extend opening times, and make greater use of sales promotion. A more creative approach can also allow for greater exploitation of new opportunities, particularly in the context of the augmented product. The final conclusion is that there is significant public interest and support for promoting the region’s castles as a major tourist asset, but that at present the potential to promote the region is being clearly under utilised.
Promoting Entrepreneurship for Economic Development: A Cross‐Cultural Analysis of Student Attitudes
Authors: Uslay Can , Teach Richard D. , Schwartz Robert G.
Published: June 2010

Globalization, and more recently the dot‐com era, has increased worldwide interest in new business development. As a result, having an international perspective on the study of entrepreneurship has become more important for researcher and practitioner alike. One aspect of this enhanced interest is a worldwide interest in student entrepreneurs. It is no surprise that differences in attitudes towards entrepreneurship have been considered a major factor as to why some economies are more entrepreneurial and vibrant than others. By exploring US, Turkish, and Spanish business students’ attitudes, interests, and related country cultural influences towards entrepreneurship, this research builds upon and serves to extend the understanding of such issues.
Seeing Differently, Acting Differently? New Venture Perceptions and Decisions of Managers and Successful Entrepreneurs
Authors: Mullins John W. , Forlani David , Cardozo Richard N.
Published: June 2010

An experimental study was conducted in a sample of America’s most successful entrepreneurs and one of comparable large company managers to examine three research questions: Why do some individuals choose riskier ventures than do others? Do managers and successful entrepreneurs perceive new venture risk and potential differently? What accounts for differences, if any, in their decision‐making behavior? The findings are equally interesting for the effects we found and did not find. We found that differences in risk propensity and in situational factors like the market competencies brought to a particular venture influence risky new venture decision‐making; that perceptions of new venture risk and potential differ between managers and successful entrepreneurs, though in a direction opposite to that we hypothesized; and that individual differences, rather than group‐level differences, are primarily responsible for the degree of risk taken by managers and successful entrepreneurs. Taken together, our results call for further research at the marketing/entrepreneurship interface and research into differences between managers and entrepreneurs, using samples of highly successful entrepreneurs and comparable managers in established firms.
The Need for a New Paradigm for Small Business Marketing? What is Wrong with the Old One?
Authors: Lewis Reynolds Paul
Published: June 2010

The entrepreneurial marketing paradigm is open to several interpretations. One such is that we should consider, in particular, the behaviour of small firms, and in particular, small entrepreneurial firms; another interpretation is to argue for the building of a completely new, and substantive, paradigm that builds upon, for example personal contact network development and focuses upon marketing activity being compressed, non‐linear in outlook and application, and informal. In this article the author asks a fundamental question highly pertinent to the developing subject of marketing within small firms. Is conventional marketing theory and practice from the “classical school” applicable to all types of organisations no matter what their size, or do smaller firms need a different sort of marketing, more suited to their particular needs? The paper concludes that in many cases the central core hub of marketing that has become known as the classicist philosophy of strategic marketing management (see Brennan, Baines, and Garneau, 2003) is appropriate and can often be employed to the smaller enterprise with beneficial commercial effects. However there may be some reluctance on the part of small firms to accept the notion that conventional marketing is of particular use. The author hopes that this short paper will provoke a subsequent debate about the current “state of play” concerning the entrepreneurial marketing paradigm.
Screening For Successful Low‐Budget Marketing Strategies For New Ventures
Authors: Stasch Stanley F.
Published: June 2010

Based upon a study of between fifty to sixty case examples of new venture start‐ups, the author presents a screening procedure for entrepreneurs to use when evaluating whether a proposed low‐budget marketing strategy for a new venture shows promise of being successful. The procedure consists of four sets of screening conditions. A well‐designed marketing strategy should have a reasonably good chance of being successful if it (1) will tightly integrate the product/service and price offerings, the intended distribution method, and the intended promotion plan with the new venture’s designated target market, (2) will encounter no serious marketing strategy execution difficulties which cannot be resolved, (3) uses marketing concepts which can be executed with a small marketing budget, and (4) displays three characteristics believed to be strongly associated with marketing strategies that are successful over the long term.
The Semiology of Changing Brand Image
Authors: Combe Ian , Crowther David , Greenland Steve
Published: June 2010

This article considers the attempted change to the image of an established brand by studying the semiotics within the brand’s historical advertising campaigns. The use of semiotics to study the interpretation of messages is discussed, and the link between interpretation of messages and advertising effectiveness in changing brand image is explored. The authors deconstruct advertisements of a brand to provide a model containing opposing dialectics that may aid managers by highlighting alternative symbolic messages contained in advertisements. Oncwe identified, these alternative symbolic messages may be used to help change brand image and influence advertising effectiveness. Although the study focuses upon a major brand of beer, this is an industry in which there are numerous small firms, and many of those have constrained marketing budgets, and thus need to make sure that their advertising is effective. Equally, entrepreneurial marketing is not to found only in the small firm, and the case study discusses a radical and imaginative brand repositioning of a well established product.
The Added Value of Virtue
Authors: Crockett Carter , Anderson Alistair R.
Published: June 2010

We have recently seen a growing concern for business ethics and the central role key individuals play in the formative years of a business. Research has shwon that the embedding of personal values are one of the more critical and lasting contributions that a founder can make in an organisation. Research also indicates that in the modern business context, there are few accepted guidelines for moral evaluations in practical business settings. The purpose of this theoretical paper is to explore some of the moral and social elements inherent in entrepreneurship, using the basic tenets expoused by Aristotle. By revisiting the theory of virtue, we find a powerful framework for establishing organisational purpose, habitual excellence, the optimal balance for sustaining these ventures, and the people on whom they depend. For creative business practices, such as entrepreneurship and marketing, a virtue perspective offers a particularly appropriate lens.
Industry Differences in Opportunity Recognition
Authors: Hansen David J. , Hills Gerald E.
Published: June 2010

This exploratory study examines differences in opportunity recognition by industry. A sample of 142 entrepreneurs completed a detailed questionnaire. Certain differences by industry were in the product, firm and respondents’ characteristics as well as in opportunity recognition processes, especially in regards to innovation and level of creativity. In addition, there was a very clear, significant relationship between level of creativity and the number of opportunities identified and pursued across industries. The implications of this is that future research that involves creativity, such as using the creativity‐based model provided by Lumpkin et al. (2003), should include industry in the analysis.
An Exploratory Study of Self‐administrated Quck‐audits as a Management Diagnostic to Assess Marketing and Entrepreneurial Orientations in Established and Startup Firms
Authors: Vitale Rob , Giglierano Joe , Miles Morgan P.
Published: June 2010

This paper explores the development and application of a self‐administered organizational diagnostic to assess the firm’s underlying business orientation. The research further explores the relationships between Entrepreneurial Orientation (EO), Market Orientation (MO), and Performance with high tech firms headquartered in the Silicon Valley. In this initial study of 89 respondents, we explored differences in business orientation between startups and established firms. We also examined whether the constructs and their measurements could be used to provide managerials recommendations for performance improvements. We found that the interaction between EO and MO was positively and significantly related to business performance.
Clusters and Entrepreneurial Intnesity: The Influence of Economic Clusters on Entrepreneurial Activity
Authors: Pascal Vincent J.
Published: June 2010

As interest in clusters has increased in recent decades, so has related research. To date, studies have explored the advantages of location within a cluster from an economic perspective, and much print has been devoted to describing clusters. Still to be addressed, however, is the question of whether economic advantage varies by cluster type and whether the competitive advantages that accrue to cluster firms vary according to both the location of the clusters and their concentration. Similarly, no empirical research has yet been carried out that specifically addresses the impact of clusters on entrepreneurial activity, in an effort to determine whether they enhance such activity. This paper begins by reviewing they key literature concerning cluster development and entrepreneurship. Hypotheses regarding the intensity of entrepreneurial activity in relation to cluster location and concentration are then presented and evaluated. The findings suggest that concentrations of multiple clusters do serve to enhance entrepreneurial activity and that, consequently, certain regions are naturally advantaged by the presence of these concentrations. A discussion follows, in which the implications of these findings for entrepreneurship and for regional policymakers are considered. Finally, directions for future research are proposed.
The Trappings of Status: The Relationship Between Tenure and Status in an Open Innovation Community
Authors: Stewart Daniel
Published: June 2010

Within marketing channels, reputation and status matter a great deal, not only for brand success but for the creation of relationships within the channel. Understanding the dynamics of status within entrepreneurial communities can help us to understand the interface between marketing and entrepreneurship. Open innovation communities are, by definition, entrepreneurial. This study examines the temporal dynamics that influence an individual’s status mobility within an open innovation community of software developers. Because stable status hierarchies emerge within such communities, it is important for innovators who wish to establish high status to do so quickly. Structural and institutionals forces begin to work immediately to establish an individual’s status position. As tenure increases and an individual’s reputation becomes increasingly entrenched, it becomes difficult to generate changes in status position, in essence trapping the individual within a particular social stratum. Therefore, members of an entrepreneurial community who desire high status should work swiftly, or else they run the risk of being cast into an inert, low‐status position.
Entrepreneurship and the Impact of Managerial Role on Family Business Success
Authors: Niehm Linda S. , Miller Nancy J.
Published: June 2010

Family businesses are commonly addressed as two separate entities: the family and the business (Weigel, Weigel, Berger, Cook & Del Campo, 1995; Hollander & Elman, 1988; Langsberg, 1983). This approach suggests that managerial procedures and decisions typically respond to the needs of only one or the other component. However, business and family decisions are interrelated, and the way that overlapping demands are managed may well have an impact on the long‐term success of family firms. Drawing on the insights of field theory (Lewin, 1951), the present study takes a longitudinal view of family business entrepreneurs, their managerial roles, and the impact of managerial role on business success over time. Rather than relying on individual respondents and a limited business sample, the study employed a pooled sample of data drawn from both the 1997 and 2000 versions of the National Family Business Survey (NFBS). On the basis of demographic information concerning family businesses and their owners, profiles of single‐ and dual‐role managers were drawn up, and the two types of managers were then compared in relation to the degree of perceived success. Significant demographic differences emerged according to managerial type. Significant longitudinal differences were also identified between single‐ and dual‐role managers with regard to both their perceived success – that is, their degree of personal satisfaction – and the financial success of the business.
Changing the Capital: Innovation in London’s Small Firms
Authors: Stokes David , James Matthew
Published: June 2010

A considerable body of literature has emerged in recent years that has documented the increasing importance of innovative practices in small business firms within the United Kingdom. Much of this literature has developed in response to reports that UK firms were underperforming in the area of innovative practices in comparison to firms in other countries. The present paper asserts that an inextricable link exists between innovation and marketing, particularly in the field of new product development, and seeks to generate a clearer picture of the characteristics of both innovative owner‐managers and innovative businesses. On the basis of data drawn from a sample of 233 small and medium‐sized businesses in greater London, archetypes of innovative entrepreneurs and businesses are developed. The typical innovative business owner is shown to be young to middle‐aged and is willing to take risks and embrace new technologies. The typical innovative business is in the start‐up stage of development and is in the possession of a current business plan and markeing plan. The implications of these archetypes are discussed, as are concerns regarding how best to measure innovation and to evaluate the role of innovation in relation to small businesses.
Pharmatek’s Hot Rod Chemistry® Kit
Authors: Appleton‐Knapp Sara , sciglimpaglia Don
Published: June 2010

In spring of 2005, Tim Scott, president of Pharmatek Laboratories, Inc., decided to focus more time and effort on a product that had previously received little marketing attention within the company. Although this product, the Hot Rod Chemistry® kit, accounted for only a tiny percentage of sales, it had the potential to introduce Pharmatek to clients who might later hire the firm for customized, and very profitable, drug development work. Moreover, the Hot Rod Chemistry® kit represented a spin‐off opportunity for Pharmatek Laboratories. Scott needed to decide the future of the kit. He was considering several options: (1) working to improve the sales of the kit as a stand‐alone product, (2) using the kit more strategically to generate downstream business, or (3) spinning the kit off as part of a new business venture.
Structured Observations of Successful Entrepreneur Business Practices
Authors: Payne Eugene E. , Bell James D.
Published: June 2010

This paper is the second part of a multistage study designed to identify management beliefs and practices, skills, education, and patterns of behavior that appears to be associated with entrepreneurial success. The study assumes that successful entrepreneurs are characterized by certain traits and that these can be identified by listening to, classifying, and analyzing what entrepreneurs have to say about their experiences in the business world and their personal histories.
Developing a Process to Enhance Customer Relationship Management for Small Entrepreneurial Businesses in the Service Sector
Authors: Chaudhry Peggy E.
Published: June 2010

The words in the CRM (Customer Relationship Management) have become short‐hand buzz words for describing how firms foster a 360‐degree review of the customer lifecycle. The primary goal of this study is to provide a synopsis of innovative CRM concepts that can assist entrepreneurial small firms develop a process to effectively communicate with their customers, such as an e‐newsletter and CD‐ROM direct mail campaign. A practitioner‐oriented model is developed that depicts the CRM process of using multiple communication channels, building loyalty, establishing customer retention tactics, and changing service offers to foster the customer experience.
Entrepreneurs and Marketing: A New Look at Linguistic Interpretations
Authors: Deacon Jonathan , Pascal Vincent J. , Schwartz Robert G.
Published: June 2010

This paper seeks to explore linguistic nuances in responses to the definition of marketing for entrepreneurs in technology and non‐technology firms located in the US and UK. The present study focuses on an open ended marketing question and applies a hermeneutic analysis to the data. The results appear to suggest that differences exist between US and their UK counterparts on how they define marketing, such that UK firms “individualize” their application of marketing while the US firms “professionalize” the function.