-
3
-
-
0003407247
-
-
Scott Foreman, Glenview, Illinois
-
Bird, B.J. (1989), Entrepreneurial Behavior, Scott Foreman, Glenview, Illinois, pp. 295-8.
-
(1989)
Entrepreneurial Behavior
, pp. 295-298
-
-
Bird, B.J.1
-
5
-
-
33751513386
-
The role of networks in the entrepreneurial process
-
Birley, S. (1985), “The role of networks in the entrepreneurial process”, Journal of Business Venturing, Vol. 1, pp. 107-17.
-
(1985)
Journal of Business Venturing
, vol.1
, pp. 107-117
-
-
Birley, S.1
-
7
-
-
0002230575
-
The psychology of the entrepreneur
-
in Sexton, D.L. and Smilor, R.W. (Eds), Ballinger, Cambridge
-
Brockhaus, R.H., Sr and Horwitz, P.S. (1986), “The psychology of the entrepreneur,” in Sexton, D.L. and Smilor, R.W. (Eds), The Art and Science of Entrepreneurship, Ballinger, Cambridge, pp. 25-48.
-
(1986)
The Art and Science of Entrepreneurship
, pp. 25-48
-
-
Brockhaus, R.H.1
Horwitz, P.S.2
-
8
-
-
1442278484
-
The evolution of marketing in small firms
-
Carson, D.J. (1985), “The evolution of marketing in small firms”, European Journal of Marketing, Vol. 19 No. 5, pp. 7-16.
-
(1985)
European Journal of Marketing
, vol.19
, pp. 7-16
-
-
Carson, D.J.1
-
9
-
-
0002641102
-
Some exploratory models for assessing small firms’ marketing performance (a qualitative approach)
-
Carson, D.J. (1990), “Some exploratory models for assessing small firms’ marketing performance (a qualitative approach)”, European Journal of Marketing, Special issue, Vol. 24 No. 11.
-
(1990)
European Journal of Marketing, Special issue
, vol.24
-
-
Carson, D.J.1
-
10
-
-
84950430554
-
A philosophy of marketing education in small firms
-
Carson, D.J. (1993), “A philosophy of marketing education in small firms”, Journal of Marketing Management, Vol. 9 No. 2, pp. 189-205.
-
(1993)
Journal of Marketing Management
, vol.9
, pp. 189-205
-
-
Carson, D.J.1
-
11
-
-
0004113213
-
-
Prentice-Hall, London.
-
Carson, D.J., Cromie, S., McGowan, P. and Hill, J. (1995), Marketing and Entrepreneurship in SMEs: An Innovative Approach, Prentice-Hall, London.
-
(1995)
Marketing and Entrepreneurship in SMEs: An Innovative Approach
-
-
Carson, D.J.1
Cromie, S.2
McGowan, P.3
Hill, J.4
-
12
-
-
84986023970
-
In pursuit of entrepreneurial marketing management competencies
-
in Hills, G.E. and Mohan-Neill, S.T. (Eds), AMA, University of Illinois at Chicago, Chicago, IL
-
Carson, D.J., Hill, J. and McGowan, P. (1994), “In pursuit of entrepreneurial marketing management competencies”, in Hills, G.E. and Mohan-Neill, S.T. (Eds), Research at the Marketing/Entrepreneurship Interface, AMA, University of Illinois at Chicago, Chicago, IL, pp. 76-9.
-
(1994)
Research at the Marketing/Entrepreneurship Interface
, pp. 76-79
-
-
Carson, D.J.1
Hill, J.2
McGowan, P.3
-
14
-
-
21144475996
-
The motivational impact of sales quotas on effort
-
February
-
Chowdhury, J. (1993), “The motivational impact of sales quotas on effort”, Journal of Marketing Research, Vol. 30, February, pp. 28-41.
-
(1993)
Journal of Marketing Research
, vol.30
, pp. 28-41
-
-
Chowdhury, J.1
-
15
-
-
0002945017
-
The five stages of small business growth
-
Churchill, N.C. and Lewis, V.L. (1983), “The five stages of small business growth”, Harvard Business Review, May-June, pp. 30-49.
-
(1983)
Harvard Business Review, May-June
, pp. 30-49
-
-
Churchill, N.C.1
Lewis, V.L.2
-
16
-
-
84986011706
-
The determinants of salesperson performance: a meta analysis
-
May
-
Churchill, G.A., Jr, Ford, N.M., Hartley, S.W. and Walker, O.C., Jr (1985), “The determinants of salesperson performance: a meta analysis”, Journal of Marketing Research, Vol. 22, May, pp. 103-18.
-
(1985)
Journal of Marketing Research
, vol.22
, pp. 103-118
-
-
Churchill, G.A.1
Ford, N.M.2
Hartley, S.W.3
Walker, O.C.4
-
17
-
-
0003589358
-
-
D.C. Heath, Lexington, MA.
-
Comer, J.M. and Dubinsky, A.J. (1985), Managing the Successful Sales Force, D.C. Heath, Lexington, MA.
-
(1985)
Managing the Successful Sales Force
-
-
Comer, J.M.1
Dubinsky, A.J.2
-
18
-
-
84993084590
-
Growing the entrepreneurial firm: networking for international market development
-
Coviello, N. and Munro, H.J. (1995), “Growing the entrepreneurial firm: networking for international market development”, European Journal of Marketing, Vol. 29 No. 7, pp. 49-61.
-
(1995)
European Journal of Marketing
, vol.29
, pp. 49-61
-
-
Coviello, N.1
Munro, H.J.2
-
19
-
-
84989105808
-
Stage of the organisational life cycle and competition as mediators of problem perception for small businesses
-
Dodge, H., Fullerton, S. and Robbins, J. (1994), “Stage of the organisational life cycle and competition as mediators of problem perception for small businesses”, Strategic Management Journal, Vol. 15, pp. 121-34.
-
(1994)
Strategic Management Journal
, vol.15
, pp. 121-134
-
-
Dodge, H.1
Fullerton, S.2
Robbins, J.3
-
21
-
-
10344245458
-
The marketing concept and the smaller firm
-
Dunn, M., Birley, S. and Norburn, D. (1986), “The marketing concept and the smaller firm”, Marketing Intelligence and Planning, Vol. 4 No. 3, pp. 3-11.
-
(1986)
Marketing Intelligence and Planning
, vol.4
, pp. 3-11
-
-
Dunn, M.1
Birley, S.2
Norburn, D.3
-
22
-
-
84986052341
-
Growth and the small firm: using causal mapping to assess the decision-making process – a case study
-
Ennis, S. (1999), “Growth and the small firm: using causal mapping to assess the decision-making process – a case study”, Qualitative Market Research: An International Journal, Vol. 2 No. 2, pp. 147-60.
-
(1999)
Qualitative Market Research: An International Journal
, vol.2
, pp. 147-160
-
-
Ennis, S.1
-
23
-
-
84986110626
-
Ireland's second rate sales staff
-
26 March
-
Flynn, D. (1992), “Ireland's second rate sales staff”, Business and Finance, 26 March, pp. 13-17.
-
(1992)
Business and Finance
, pp. 13-17
-
-
Flynn, D.1
-
24
-
-
84986147197
-
Who is the entrepreneur? Is the wrong question
-
Summer
-
Gartner, W.B. (1989), “Who is the entrepreneur? Is the wrong question”, Journal of Entrepreneurship Theory and Practice, Vol. 13 No. 4, Summer, pp. 49-56.
-
(1989)
Journal of Entrepreneurship Theory and Practice
, vol.13
, pp. 49-56
-
-
Gartner, W.B.1
-
25
-
-
84964132448
-
Evolution and revolution as organizations grow
-
July-August
-
Greiner, L.L. (1972), “Evolution and revolution as organizations grow”, Harvard Business Review, Vol. 50 No. 4, July-August, pp. 37-46.
-
(1972)
Harvard Business Review
, vol.50
, pp. 37-46
-
-
Greiner, L.L.1
-
26
-
-
84986054718
-
An integration of buyer-seller relationships and perceived risk in industrial marketing
-
Hall, M.C. and Rao, C.P. (1993), “An integration of buyer-seller relationships and perceived risk in industrial marketing”, in the Proceedings of AMA Summer Educators’ Conference, pp. 19-20.
-
(1993)
in the Proceedings of AMA Summer Educators’ Conference
, pp. 19-20
-
-
Hall, M.C.1
Rao, C.P.2
-
27
-
-
84986075298
-
Issues in the selection and development of professional salespeople
-
Hansen, C.P. and Conrad, K.A. (Eds), Quorum Books, New York, NY
-
Hansen, C.P. and Conrad, K.A. (1991), “Issues in the selection and development of professional salespeople”, Hansen, C.P. and Conrad, K.A. (Eds), A Handbook of Psychological Assessment in Business, Quorum Books, New York, NY, pp. 170-81.
-
(1991)
A Handbook of Psychological Assessment in Business
, pp. 170-181
-
-
Hansen, C.P.1
Conrad, K.A.2
-
28
-
-
84986177611
-
Marketing competencies for every manager
-
Winter
-
Hardy, K.G. (1992), “Marketing competencies for every manager”, Business Quarterly, Winter, pp. 51-3.
-
(1992)
Business Quarterly
, pp. 51-53
-
-
Hardy, K.G.1
-
29
-
-
38249027905
-
Intuition: what separates executives from managers
-
Harper, S.C. (1988), “Intuition: what separates executives from managers”, Business Horizons, September-October, pp. 13-19.
-
(1988)
Business Horizons, September-October
, pp. 13-19
-
-
Harper, S.C.1
-
30
-
-
84986115451
-
An investigation into the scope and nature of marketing management competencies for entrepreneurial decision making decision making in small firms
-
in Hills, G.E., Muzyka, D.F., Omura, G.S. and Knight, G.A. (Eds), American Marketing Association, University of Illinois at Chicago, Chicago, IL
-
Hill, J. and Fallis, A. (1995), “An investigation into the scope and nature of marketing management competencies for entrepreneurial decision making decision making in small firms”, in Hills, G.E., Muzyka, D.F., Omura, G.S. and Knight, G.A. (Eds), Research at the Marketing/Entrepreneurship Interface, American Marketing Association, University of Illinois at Chicago, Chicago, IL, pp. 137-56.
-
(1995)
Research at the Marketing/Entrepreneurship Interface
, pp. 137-156
-
-
Hill, J.1
Fallis, A.2
-
31
-
-
84993063412
-
Marketing development through networking: a competency based approach for small firm entrepreneurs
-
Hill, J. and McGowan, P. (1996), “Marketing development through networking: a competency based approach for small firm entrepreneurs”, Journal of Small Business and Enterprise Development, Vol. 3 No. 3, pp. 148-57.
-
(1996)
Journal of Small Business and Enterprise Development
, vol.3
, pp. 148-157
-
-
Hill, J.1
McGowan, P.2
-
32
-
-
84986037578
-
Small business and enterprise development: questions about research methodology
-
Hill, J. and McGowan, P. (1999), “Small business and enterprise development: questions about research methodology”, International Journal of Entrepreneurial Behaviour and Research, Vol. 5 No. 1, pp. 5-18.
-
(1999)
International Journal of Entrepreneurial Behaviour and Research
, vol.5
, pp. 5-18
-
-
Hill, J.1
McGowan, P.2
-
33
-
-
0011655429
-
The entrepreneur in N. Ireland: characteristics, problems and recommendations for the future
-
July
-
Hisrich, R.D. (1988), “The entrepreneur in N. Ireland: characteristics, problems and recommendations for the future”, Journal of Small Business Management, July, Vol. 26, pp. 32-9.
-
(1988)
Journal of Small Business Management
, vol.26
, pp. 32-39
-
-
Hisrich, R.D.1
-
35
-
-
45449122376
-
When small is not enough: how to save entrepreneurs from themselves
-
Jarillo, J.C. (1988), “When small is not enough: how to save entrepreneurs from themselves”, European Management Journal, Vol. 6 No. 4, pp. 325-9.
-
(1988)
European Management Journal
, vol.6
, pp. 325-329
-
-
Jarillo, J.C.1
-
36
-
-
84986037333
-
A model of vendor loyalty in a buyer-seller relationship
-
in Droge, C., Catalone, R., Gordon, P.J. and Kellerman, B.J. (Eds)
-
Jones, E. III (1996), “A model of vendor loyalty in a buyer-seller relationship”, in Droge, C., Catalone, R., Gordon, P.J. and Kellerman, B.J. (Eds), Enhancing Knowledge Development in Marketing, The Proceedings of the AMA Summer Educators’ Conference, Vol. 7, pp. 128-9.
-
(1996)
Enhancing Knowledge Development in Marketing, The Proceedings of the AMA Summer Educators’ Conference
, vol.7
, pp. 128-129
-
-
Jones, E.1
-
37
-
-
0000790971
-
Supplier opportunism: antecedents and consequences in buyer-seller relationships
-
in Droge, C., Catalone, R., Gordon, P.J. and Kellerman, B.J. (Eds)
-
Joshi, A.W. and Stump, R.L. (1996), “Supplier opportunism: antecedents and consequences in buyer-seller relationships”, in Droge, C., Catalone, R., Gordon, P.J. and Kellerman, B.J. (Eds), Enhancing Knowledge Development in Marketing, The Proceedings of the AMA Summer Educators’ Conference, Vol. 7, pp. 129-35.
-
(1996)
Enhancing Knowledge Development in Marketing, The Proceedings of the AMA Summer Educators’ Conference
, vol.7
, pp. 129-135
-
-
Joshi, A.W.1
Stump, R.L.2
-
38
-
-
0040839503
-
Networks and partnerships: managing change and competition
-
March
-
Joyce, P., Woods, A. and Black, S. (1995), “Networks and partnerships: managing change and competition”, Journal of Small Business and Enterprise Development, Vol. 2 No. 1, March, pp. 11-18.
-
(1995)
Journal of Small Business and Enterprise Development
, vol.2
, pp. 11-18
-
-
Joyce, P.1
Woods, A.2
Black, S.3
-
39
-
-
84977726142
-
The entrepreneurial personality: a person at the crossroads
-
Kets De Vries, M.F.R. (1977), “The entrepreneurial personality: a person at the crossroads”, Journal of Management Studies, Vol. 14, pp. 34-57.
-
(1977)
Journal of Management Studies
, vol.14
, pp. 34-57
-
-
Kets De Vries, M.F.R.1
-
40
-
-
0003681443
-
-
Chicago University Press, Chicago, IL.
-
Kirzner, I.M. (1979), Perception, Opportunity, and Profit: Studies in the Theory of Entrepreneurship, Chicago University Press, Chicago, IL.
-
(1979)
Perception, Opportunity, and Profit: Studies in the Theory of Entrepreneurship
-
-
Kirzner, I.M.1
-
41
-
-
84902485543
-
“Adjusting to change: how small firms might get around the (potential) marketing myopia problem’’
-
March
-
Kitchen, P.J. and Proctor, R.A. (1995), “Adjusting to change: how small firms might get around the (potential) marketing myopia problem’’, Journal of Small Business and Enterprise Development, Vol. 2 No. 1, March, pp. 3-10.
-
(1995)
Journal of Small Business and Enterprise Development
, vol.2
, pp. 3-10
-
-
Kitchen, P.J.1
Proctor, R.A.2
-
42
-
-
0042351286
-
Legitimizing the gut feel: the role of intuition in business
-
Lank, A.G. and Lank, E.A. (1995), “Legitimizing the gut feel: the role of intuition in business”, Journal of Managerial Psychology, Vol. 10 No. 5, pp. 18-23.
-
(1995)
Journal of Managerial Psychology
, vol.10
, pp. 18-23
-
-
Lank, A.G.1
Lank, E.A.2
-
44
-
-
0040530847
-
Individual action and social knowledge
-
Von Cranach, M. and Harre, R. (Eds), Cambridge University Press, Cambridge.
-
Luckmann, T. (1982), “Individual action and social knowledge”, Von Cranach, M. and Harre, R. (Eds), The Analysis of Action, Cambridge University Press, Cambridge.
-
(1982)
The Analysis of Action
-
-
Luckmann, T.1
-
45
-
-
77952690089
-
Assessing marketing planning in small firms using a focus group methodology
-
University of Ulster, Coleraine
-
Mackintosh, S. and Tynan, C. (1994), “Assessing marketing planning in small firms using a focus group methodology”, Marketing: Unity in Diversity, Proceedings of The Marketing Education Group Conference, University of Ulster, Coleraine, Vol. 2, pp. 587-96.
-
(1994)
Marketing: Unity in Diversity, Proceedings of The Marketing Education Group Conference
, vol.2
, pp. 587-596
-
-
Mackintosh, S.1
Tynan, C.2
-
46
-
-
84986100448
-
Marketing education for small firm entrepreneurs: a work-based learning approach
-
Special Issues on Research at the Marketing/Entrepreneurship Interface
-
MacLaren, P., McGowan, P. and Hill, J. (1997), “Marketing education for small firm entrepreneurs: a work-based learning approach”, Marketing Education Review, Special Issues on Research at the Marketing/Entrepreneurship Interface, Vol. 17 No. 3, pp. 39-46.
-
(1997)
Marketing Education Review
, vol.17
, pp. 39-46
-
-
MacLaren, P.1
McGowan, P.2
Hill, J.3
-
47
-
-
84923078717
-
Managerial competences in small firms
-
Martin, G. and Staines, H. (1994), “Managerial competences in small firms”, Journal of Management Development, Vol. 13 No. 7, pp. 23-34.
-
(1994)
Journal of Management Development
, vol.13
, pp. 23-34
-
-
Martin, G.1
Staines, H.2
-
48
-
-
21844498746
-
Uncertainty and planning in small and entrepreneurial firms: an empirical assessment
-
October
-
Matthews, C.H. and Scott, S.G. (1995), “Uncertainty and planning in small and entrepreneurial firms: an empirical assessment”, Journal of Small Business Management, October, pp. 34-53.
-
(1995)
Journal of Small Business Management
, pp. 34-53
-
-
Matthews, C.H.1
Scott, S.G.2
-
49
-
-
0000781604
-
Marketing skills: critical issues in marketing education and training
-
Middleton, B. and Long, G. (1990), “Marketing skills: critical issues in marketing education and training”, Journal of Marketing Management, Vol. 5 No. 3, pp. 325-43.
-
(1990)
Journal of Marketing Management
, vol.5
, pp. 325-343
-
-
Middleton, B.1
Long, G.2
-
50
-
-
77649315940
-
Researching managerial competences
-
paper presented to British Academy of Management Annual Conference, Milton Keynes, September.
-
Mole, V., Dawson, S., Winstanley, D. and Sherval, J. (1993), “Researching managerial competences,” paper presented to British Academy of Management Annual Conference, Milton Keynes, September.
-
(1993)
-
-
Mole, V.1
Dawson, S.2
Winstanley, D.3
Sherval, J.4
-
51
-
-
84986079777
-
Schumpeterian entrepreneurship versus intracorporate entrepreneurship: a differentiation based on risk transfer and assignment vesting
-
Newton, D. (1991), “Schumpeterian entrepreneurship versus intracorporate entrepreneurship: a differentiation based on risk transfer and assignment vesting”, Proceedings of Enterprising in Partnership with the Environment, International Council for Small Business, Toronto, pp. 487-506.
-
(1991)
Proceedings of Enterprising in Partnership with the Environment, International Council for Small Business, Toronto
, pp. 487-506
-
-
Newton, D.1
-
52
-
-
84970157796
-
Communication abilities of managers: the relationship to performance
-
Penley, L.E., Alexander, E.R., Jernigan, I.E. and Henwood, C.I. (1991), “Communication abilities of managers: the relationship to performance”, Journal of Management, Vol. 17 No. 1, pp. 57-76.
-
(1991)
Journal of Management
, vol.17
, pp. 57-76
-
-
Penley, L.E.1
Alexander, E.R.2
Jernigan, I.E.3
Henwood, C.I.4
-
53
-
-
84986084843
-
The not-so-sweet sound of sales talk
-
September
-
Phillips, C.P. (1988), “The not-so-sweet sound of sales talk”, Training, September, pp. 56-62.
-
(1988)
Training
, pp. 56-62
-
-
Phillips, C.P.1
-
55
-
-
0041913655
-
Management competence: the flower in the mirror and the moon on the water
-
in Silver, M. (Ed.), Routledge, London.
-
Pye, A. (1991), “Management competence: the flower in the mirror and the moon on the water”, in Silver, M. (Ed.), Competent to Manage: Approaches to Management Training and Development, Routledge, London.
-
(1991)
Competent to Manage: Approaches to Management Training and Development
-
-
Pye, A.1
-
56
-
-
0000300841
-
Understanding the entrepreneur: entrepreneurial attributes, experience and skills
-
Ray, D.M. (1993), “Understanding the entrepreneur: entrepreneurial attributes, experience and skills”, Entrepreneurship and Regional Development, Vol. 5, pp. 345-57.
-
(1993)
Entrepreneurship and Regional Development
, vol.5
, pp. 345-357
-
-
Ray, D.M.1
-
57
-
-
84986059821
-
Human resource development in a pharmaceutical sales force
-
unpublished PhD dissertation, Fairfax University.
-
Ruth, A.G. (1997), “Human resource development in a pharmaceutical sales force”, unpublished PhD dissertation, Fairfax University.
-
(1997)
-
-
Ruth, A.G.1
-
59
-
-
0001627173
-
The entrepreneur: a capable executive and more
-
Winter
-
Sexton, D.L. and Bowman, N. (1985), “The entrepreneur: a capable executive and more”, Journal of Business Venturing, Winter, pp. 129-40.
-
(1985)
Journal of Business Venturing
, pp. 129-140
-
-
Sexton, D.L.1
Bowman, N.2
-
60
-
-
84986084861
-
An experimental analysis of the impact of a behaviour modification programme on salespersons’ effort and performance behaviours
-
University of Ulster, Coleraine
-
Simintiras, A.C. and Cadogan, J.W. (1994), “An experimental analysis of the impact of a behaviour modification programme on salespersons’ effort and performance behaviours”, Marketing Unity and Diversity, Proceedings of the Marketing Education Group Annual Conference, University of Ulster, Coleraine, pp. 843-53.
-
(1994)
Marketing Unity and Diversity, Proceedings of the Marketing Education Group Annual Conference
, pp. 843-853
-
-
Simintiras, A.C.1
Cadogan, J.W.2
-
62
-
-
84936823511
-
The heart of entrepreneurship
-
Stevenson, H.H. and Gumpert, D.E. (1985), “The heart of entrepreneurship”, Harvard Business Review, March-April, pp. 85-94.
-
(1985)
Harvard Business Review, March-April
, pp. 85-94
-
-
Stevenson, H.H.1
Gumpert, D.E.2
-
65
-
-
0004191875
-
-
Prentice Hall, Englewood Cliffs, NJ.
-
Vesper, K. (1980), New Venture Strategies, Prentice Hall, Englewood Cliffs, NJ.
-
(1980)
New Venture Strategies
-
-
Vesper, K.1
-
66
-
-
33744938112
-
The role of marketing in the small firm: evidence from a regional survey
-
Watkins, T. and Blackburn, B. (1986), “The role of marketing in the small firm: evidence from a regional survey”, Marketing Intelligence and Planning, Vol. 4 No. 4, pp. 26-38.
-
(1986)
Marketing Intelligence and Planning
, vol.4
, pp. 26-38
-
-
Watkins, T.1
Blackburn, B.2
-
67
-
-
84986124355
-
The changing role of marketing in the corporation
-
October
-
Webster, F.E. Jr (1992), “The changing role of marketing in the corporation”, Journal of Marketing, Vol. 56, October, pp. 1-17.
-
(1992)
Journal of Marketing
, vol.56
, pp. 1-17
-
-
Webster, F.E.1
-
68
-
-
0013203719
-
The identification of selling abilities needed for missionary type sales
-
Summer
-
Weilbaker, D.C. (1990), “The identification of selling abilities needed for missionary type sales”, Journal of Personal Selling and Sales Management, Vol. X, Summer, pp. 45-58.
-
(1990)
Journal of Personal Selling and Sales Management
, vol.X
, pp. 45-58
-
-
Weilbaker, D.C.1
-
69
-
-
0003061445
-
What buyers like from salesmen
-
Williams, A.J. and Seminerio, J. (1985), “What buyers like from salesmen”, Industrial Marketing Management, Vol. 14, pp. 75-8.
-
(1985)
Industrial Marketing Management
, vol.14
, pp. 75-78
-
-
Williams, A.J.1
Seminerio, J.2
-
70
-
-
0003965951
-
-
Macmillan, New York, NY.
-
Zimmerer, T.W. and Scarborough, N.M. (1994), Essentials of Small Business Management, Macmillan, New York, NY.
-
(1994)
Essentials of Small Business Management
-
-
Zimmerer, T.W.1
Scarborough, N.M.2
|