Research on marketing in emerging firms: Key issues and open questions

International Journal of Technology Management

Volumn 26, Issue 5-6, 2003, Pages 600-620

  Gruber, Marc ^a  

^a UNIVERSITY OF MUNICH   (Germany)

Author keywords

Entrepreneurship; Innovation; Liabilities of newness and smallness; Marketing

Indexed keywords

COSTS; ECONOMICS; INDUSTRIAL MANAGEMENT; RESEARCH AND DEVELOPMENT MANAGEMENT;

STAKEHOLDERS;

MARKETING;

EID: 0041931034     PISSN: 02675730     EISSN: None     Source Type: Journal    
DOI: 10.1504/ijtm.2003.003425     Document Type: Review

References (60)

1. Wortman, M.S., Spann, M.S. and Adams, M. (1989) 'The interface of entrepreneurship and marketing: concepts and research perspectives', in G.E. Hills, R.W. LaForge and B.J. Parker (Eds.) Research at the Marketing/Entrepreneurship Interface - Proceedings of the UIC Symposium on Marketing and Entrepreneurship, Chicago, Ill.: University of Illinois at Chicago, pp. 117-137.
2. Buskirk, R.H. (1987) 'Research opportunities in entrepreneurial marketing', in G.E. Hills (Ed.) Research at the Marketing/Entrepreneurship Interface - Proceedings of the UIC Symposium on Marketing and Entrepreneurship, Chicago, Ill.: University of Illinois at Chicago, pp. 107-110.
3. Hills, G.E. and LaForge, R.W. (1992) 'Research at the marketing interface to advance entrepreneurship theory', Entrepreneurship Theory and Practice, Vol. 16, pp.33-59.
4. Hills, G.E. (1984) 'Market analysis and marketing in new ventures: venture capitalists' perceptions', in K. Vesper (Ed.) Frontiers of Entrepreneurship Research, Babson Park, Mass.: Babson College, pp. 167-182.
5. Muzyka, D.F. and Hills, G.E. (1993) 'Introduction', in G.E. Hills, R.W. LaForge and D.F. Muzyka (Eds.) Research at the Marketing/Entrepreneurship Interface - Proceedings of the UIC Symposium on Marketing and Entrepreneurship, Chicago, Ill.: University of Illinois at Chicago, pp.vii-xv.
6. Stinchcombe, A.L. (1965) 'Social structure and organizations', in J.G. March (Ed.) Handbook of Organizations, Chicago, Ill.: Rand McNally, pp. 153-193.
7. Freeman, J., Carroll, G.R. and Hannan, M.T. (1983) 'The liability of newness: age dependence in organizational death rates', American Sociological Review, Vol. 48, pp.692-710.
8. Aldrich, H. and Auster, E. (1986) 'Even dwarfs started small: liabilities of age and size and their strategic implications', in L. Cummings and B. Staw (Eds.) Research in Organizational Behaviour, San Francisco, Ca.: JAI Press, pp. 165-189.
9. Brüderl, J. and Schüssler, R. (1990) 'Organizational mortality: the liabilities of newness and adolescence', Administrative Science Quarterly, Vol. 35, pp.530-547.
10. Greiner, L.E. (1972) 'Evolutions and revolutions as organizations grow', Harvard Business Review, Vol. 50, July-August, pp.37-47.
11. Craymer, E. and Omura, G.S. (1996) 'The liability of growth: a second period of critical liability', in G.E. Hills, R.D. Teach and G.M. Geursen (Eds.) Research at the Marketing/Entrepreneurship Interface - Proceedings of the UIC Symposium on Marketing and Entrepreneurship, Chicago, Ill.: University of Illinois at Chicago, pp.263-276.
12. Starr, J.A. and MacMillan, I.C. (1990) 'Resource cooptation and social contracting: resource acquisition strategies for new ventures', Strategic Management Journal, Vol. 11, pp.79-92.
13. Tushman, M.L. and Anderson, P. (1986) 'Technological discontinuities and organizational environments', Administrative Science Quarterly, Vol. 31, pp.439-465.
14. Schumpeter, J.A. (1926) Theorie der wirtschaftlichen Entwicklung, München: Duncker & Humblot.
15. Hills, G.E. (1987) 'Marketing and entrepreneurship research issues: scholarly justification', in G.E. Hills (Ed.) Research at the Marketing/Entrepreneurship Interface - Proceedings of the UIC Symposium on Marketing and Entrepreneurship, Marietta, Ga.: US Association for Small Business and Entrepreneurship, pp.3-15.
16. Knight, G.A., Omura, G.S., Hills, G.E. and Muzyka, D.F. (1995) 'Research in marketing and entrepreneurship: an empirical analysis and comparison with historic trends', in G.E. Hills, D.F. Muzyka, G.S. Omura and G.A. Knight (Eds.) Research at the Marketing/Entrepreneurship Interface - Proceedings of the UIC Symposium on Marketing and Entrepreneurship, Chicago, Ill.: University of Illinois at Chicago, pp.3-22.
17. Acs, Z.J. (2001) Are Small Firms Important? Their Role and Impact, Boston (Mass.): Kluwer Aacdemic Publishers.
18. McGrath, R.G. (1998) 'Falling forward: real options reasoning and entrepreneurial failure', Working Paper, Columbia University, New York.
19. Raffa, M. and Zollo, G. (1995) 'Marketing strategies of small innovative software companies', in G.E. Hills, D.F. Muzyka, G.S. Omura and G.A. Knight (Eds.) Research at the Marketing/Entrepreneurship Interface - Proceedings of the UIC Symposium on Marketing and Entrepreneurship, Chicago, Ill.: University of Illinois at Chicago, pp.205-225.
20. Roberts, E.B. (1991) 'Strategic transformation and the success of high-technology companies', International Journal of Technology Management, Vol. 6, pp.59-80.
21. Narver, J. C. and Slater, S.F. (1990) 'The effect of a market orientation on business profitability', Journal of Marketing, Vol. 54, No. 4, pp.20-35.
22. Mohan-Neill, S. (1993) 'The influence of firm's age, size and growth rate on the marketing strategy and orientation of firms', in G.E. Hills, R.W. LaForge and D.F. Muzyka (Eds.) Research at the Marketing/Entrepreneurship Interface - Proceedings of the UIC Symposium on Marketing and Entrepreneurship, Chicago, Ill.: University of Illinois at Chicago, pp. 185-208.
23. Miles, M.P. and Arnold, D.R. (1991) 'The relationship between marketing orientation and entrepreneurial orientation', Entrepreneurship: Theory and Practice, Vol. 15, No. 4, pp.49-65.
24. Kerin, R.A. (1992) 'Marketing's contribution to the strategy dialogue revisited', Journal of the Academy of Marketing Science, Vol. 20, No. 4, pp.331-334.
25. Daft, R.L., Sormunen, J. and Parks, D. (1988) 'Chief executive scanning, environmental characteristics, and company performance: an empirical study', Strategic Management Journal, Vol. 9, No. 2, pp.123-140.
26. Herrmann, J-L. and Perreault, J.D. (2000) 'Implementation of the marketing concept in small and medium size firms: proposal of a typology', in G.E. Hills and R.P. Singh (Eds.) Research at the Marketing/Entrepreneurship Interface - Proceedings of the UIC Symposium on Marketing and Entrepreneurship, Chicago, Ill.: University of Illinois at Chicago, pp,209-224.
27. Day, G.S. (1994) 'The capabilities of market-driven organizations', Journal of Marketing, Vol. 58, October, pp.37-52.
28. Kirzner, I. (1973) Competition and Entrepreneurship, Chicago, Ill.: The University of Chicago Press.
29. Zirger, B.J. and Maidique, M.A. (1990) 'A model of new product development: an empirical test', Management Science, Vol. 36, pp.867-883.
30. Meyer, A. and Pfeiffer, M. (1998) 'Virtuelle Kundenintegration: Formen und Erfolgspotentiale zur Gestaltung einer neuen Generation von market-pull-Innovationen', in N. Franke and C.-F. von Braun (Eds.) Innovationsforschung und Technologiemanagement, Berlin Springer, pp.299-314.
31. Bushman, F.A. (1989) 'Effects of firm size and age of firm on corporate culture as experienced by innovators in high tech marketing firms', in G.E. Hills, R.W. LaForge and B.J. Parker (Eds.) Research at the Marketing/Entrepreneurship Interface - Proceedings of the UIC Symposium on Marketing and Entrepreneurship, Chicago, Ill.: University of Illinois at Chicago, pp.389-402.
32. Peterson, R.T (1989) 'Small business adoption of the marketing concept vs. other business strategies', Journal of Small Business Management, Vol. 27, No. 1, pp.38-46.
33. Pfeffer, J. and Salancik, G.R. (1978) The External Control of Organizations: A Resource Dependence Perspective, New York: Harper & Row.
34. Qu, L. and Cardozo, R.N. (1997) 'A theoretical model of trust building for start-up businesses', in G.E. Hills, J. Giglierano and C.M. Hultman (Eds.) Research at the Marketing/Entrepreneurship Interface - Proceedings of the UIC Symposium on Marketing and Entrepreneurship, Chicago, Ill.: University of Illinois at Chicago, pp.689-700.
35. Becherer, R.C. (1993) 'New business venture credibility: relevant dimensions', in G.E. Hills, R.W. LaForge and D.F. Muzyka (Eds.) Research at the Marketing/Entrepreneurship Interface - Proceedings of the UIC Symposium on Marketing and Entrepreneurship, Chicago, Ill.: University of Illinois at Chicago, pp.114-129.
36. Sanner, L. (1997) 'New ventures as suppliers: the building of trust with industrial customers', in G.E. Hills, J. Giglierano and C.M. Hultman (Eds.) Research at the Marketing/Entrepreneurship Interface - Proceedings of the UIC Symposium on Marketing and Entrepreneurship, Chicago, Ill.: University of Illinois at Chicago, pp.345-363.
37. Swan, J.E., Travick, I.F. and Silva, D.W. (1985) 'How industrial people gain customer trust', Industrial Marketing Management, Vol. 14, pp.203-211.
38. McGee, J.E., Dowling, M.J. and Megginson, W.L. (1995) 'Cooperative strategy and new venture performance: the role of business strategy and management experience', Strategic Management Journal, Vol. 16, pp.565-580.
39. Hoang, H. and Antoncic, B. (2002) 'Network-based research in entrepreneurship - a critical review', Journal of Business Venturing, Vol. 17, pp.1-23.
40. Hill, J. and McGowan, P. (1997) 'Marketing development through networking: a competency based approach for small firm entrepreneurs', in G.E. Hills, J. Giglierano and C.M. Hultman (Eds.) Research at the Marketing/Entrepreneurship Interface - Proceedings of the UIC Symposium on Marketing and Entrepreneurship, Chicago, Ill.: University of Illinois at Chicago, pp.543-559.
41. Coviello, N. and Munro, H. (1997) 'Network relationships and the internationalization process of small software firms', International Business Review, Vol. 6, No. 4, pp.361-386.
42. Brown, R.B., Butler, J.E., Hansen, G.S. and Phan, P. (1990) 'The role of interorganizational relationships in entrepreneurial success', in G.E. Hills, R.W. LaForge and H.P. Welsch (Eds.) Research at the Marketing/Entrepreneurship Interface - Proceedings of the UIC Symposium on Marketing and Entrepreneurship, pp.104-121.
43. Van de Ven, A.H. (1976) 'On the nature, formation, and maintenance of relations among organizations', Academy of Management Review, Vol. 1, No. 4, pp.24-36.
44. Dyer, J.H. and Singh, H. (1998) 'The relational view: cooperative strategy and sources of interorganizational competitive advantage, Academy of Management Review, Vol. 23, No. 4, pp.345-368.
45. Chaston, I. (2000) 'Organizational competence: does networking confer advantages for high growth entrepreneurial firms?', in G.E. Hills and R.P. Singh (Eds.) Research at the Marketing/Entrepreneurship Interface - Proceedings of the UIC Symposium on Marketing and Entrepreneurship, Chicago, Ill.: University of Illinois at Chicago, pp.291-308.
46. Knight, R.M. (1992) 'Entrepreneurial Strategic Partnerships', in G.E. Hills and R.W. LaForge (Eds.) Research at the Marketing/Entrepreneurship Interface - Proceedings of the UIC Symposium on Marketing and Entrepreneurship, Chicago, Ill.: University of Illinois at Chicago, pp. 132-160.
47. McGowan, P. and Rocks, S. (1995) 'Entrepreneurial marketing networking and small firm innovation: some empirical findings', in G.E. Hills, D.F. Muzyka, G.S. Omura and G.A. Knight (Eds.) Research at the Marketing/Entrepreneurship Interface - Proceedings of the UIC Symposium on Marketing and Entrepreneurship, Chicago, III.: University of Illinois at Chicago, pp.43-54.
48. Stearns, T.M. (1996) 'Strategic alliances and performance of high technology new firms', Frontiers of Entrepreneurship Research, pp. n/a.
49. Stasch, S.F. (1999) 'Guerilla marketing in new venture marketing strategies', in G.E. Hills, W. Siu and D. Malewicki (Eds.) Research at the Marketing/Entrepreneurship Interface Proceedings of the UIC Symposium on Marketing and Entrepreneurship, Chicago, Ill.: University of Illinois at Chicago, pp. 57-67.
50. Lee, K.S., Lim, G.H. and Tan, S.J. (1999) 'Dealing with resource disadvantage: generic strategies for SMEs', Small Business Economics, Vol. 12, pp.299-311.
51. Porter, M.E. (1980) Competitive Advantage: Creating and Sustaining Superior Performance, New York: Free Press.
52. Kao, R.W.Y. (1981) Small Business Management: A Strategic Emphasis, Toronto: Holt, Rinehart & Winston.
53. Cooper, R.G. and Kleinschmidt, E.J. (1987) 'New products: what separates winners from losers?', Journal of Product Innovation Management, Vol. 4, pp.169-184.
54. Lee, K.S., Lim, G.H. and Tan, S.J. (1999) 'Gray marketing - a low cost market penetration strategy for entrepreneurs, in G.E. Hills, W. Siu and D. Malewicki (Eds.) Research at the Marketing/Entrepreneurship Interface - Proceedings of the UIC Symposium on Marketing and Entrepreneurship, Chicago, Ill.: University of Illinois at Chicago, pp.102-116.
55. Gilmore, A., Carson, D. and Grant, K. (1999) 'SME marketing by networking', in G.E. Hills, W. Siu and D. Malewicki (Eds.) Research at the Marketing/Entrepreneurship Interface Proceedings of the UIC Symposium on Marketing and Entrepreneurship, Chicago, Ill.: University of Illinois at Chicago, pp.192-200.
56. Robinson, W. T. (1988) 'Sources of market pioneer advantages: the case of industrial goods industries', Journal of Marketing Research, Vol. 25, February, pp.87-94.
57. Carson, D., Cromie, S., McGowan, P. and Hill, J. (1995) Marketing and Entrepreneurship in SMEs, London: Prentice-Hall.
58. Levinson, J.C. (1998) Guerilla Marketing, Boston: Houghton Mifflin.
59. Levinson, J.C and Rubin, C. (1996) Guerilla Marketing Online Weapons: 100 Low-Cost, High-Impact Weapons for Online Profits and Prosperity, Boston: Houghton Mifflin.
60. Stasch, S.F. (2000) 'When might a new venture succeed with a low budget marketing strategy?', in G.E. Hills and R.P. Singh (Eds.) Research at the Marketing/Entrepreneurship Interface - Proceedings of the UIC Symposium on Marketing and Entrepreneurship, Chicago, Ill.: University of Illinois at Chicago, pp.225-239.