Management's search for venture capital in smaller buy–outs: The role of intermediaries and industry marketing implications

International Journal of Bank Marketing

Volumn 14, Issue 2, 1996, Pages 14-25

  Murray, Gordon ^a   Wright, Mike ^b  

^a UNIVERSITY OF WARWICK   (United Kingdom)

^b UNIVERSITY OF NOTTINGHAM   (United Kingdom)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 84986163962     PISSN: 02652323     EISSN: None     Source Type: Journal    
DOI: 10.1108/02652329610106881     Document Type: Article

References (42)

1. Bannock, G. 1991, Venture Capital and the Equity Gap, National Westminster Bank, London.
2. Birley, S. 1985, “The role of networks in the entrepreneurial process”, Journal of Business Venturing, Vol. 1, pp. 107-17.
3. Bloom, P. 1984, “Effective marketing for professional services”, Harvard Business Review, Vol. 62, pp. 102-10.
4. British Venture Capital Association 1994, Report on Investment Activity 1993, BVCA, London.
5. Brown, S. and Swartz, T. 1989, “A gap analysis of professional service quality”, Journal of Marketing, Vol. 53, pp. 92-98.
6. Bygrave, W. and Timmons, J. 1992, Venture Capital at the Crossroads, Harvard Business School Press, Boston, MA.
7. Chiplin, B., Wright, M. and Robbie, K. 1994, Management Buy-outs Quarterly Review, Spring, Centre for Management Buy-out Research, University of Nottingham.
8. Dixon, R. 1991, “Venture capitalists and the appraisal of investments”, Omega, Vol. 19 No. 5, pp. 333-45.
9. European Venture Capital Association 1994, Annual Report, EVCA, Zaventem, Belgium.
10. Ford, D. 1980,“The development of buyer-seller relationships in industrial markets”, European Journal of Marketing, Vol. 14, pp. 339-54.
11. Fried, V.H. and Hisrich, R.D. 1994, “Towards a model of venture capital decision making”, Financial Management, Vol. 23 No. 3, pp. 28-37.
12. Gummesson, E. 1978, “Towards a theory of professional service marketing”, Industrial Marketing Management, Vol. 7, pp. 89-95.
13. Hall, H. 1989, “Venture capital decision making and the entrepreneur: an exploratory investigation”, unpublished doctoral dissertation, University of Georgia.
14. Harrison, R. and Mason, C. 1992, “International perspectives on the supply of informal venture capital”, Journal of Business Venturing, Vol. 7, pp. 459-75.
15. Hustedde, R. and Pulver, G. 1992, “Factors affecting equity capital acquisition: the demand side”, Journal of Business Venturing, Vol. 7 No. 5, pp. 363-80.
16. MacMillan, I., Siegal, R. and Subba Narasimha, P. 1985, “Criteria used by venture capitalists to evaluate new venture proposals”, Journal of Business Venturing, Vol. 1, pp. 119-28.
17. Morgan, N. 1990, “Communications and the reality of marketing in professional service firms”, International Journal of Advertising, Vol. 9, pp. 283-93.
18. Murray, G.C. 1991, Change and Maturity in the UK Venture Capital Industry 1991-1995, BVCA, London.
19. Murray, G.C. 1994a, “An assessment of the first three years of the European seed capital fund scheme”, European Planning Studies, Vol. 2 No. 4, pp. 435-61.
20. Murray, G.C. 1994b, “The second equity gap: exit problems for seed and early stage venture capitalists and their investee companies”, International Small Business Journal, Vol. 12 No. 4, pp. 59-76.
21. Murray, G.C. 1994c, Study of the Management Teams Finance Raising Experiences in UK Management Buy-outs and Buy-ins of Deal Size £10-100+ Million Financed 1991-93, Report commissioned by KPMG Corporate Finance and Morgan Grenfell Development Capital, London.
22. Murray, G.C. 1995a, “Evolution and change: an analysis of the first decade of the UK venture capital industry”, Journal of Business Finance and Accounting, forthcoming.
23. Murray, G.C. 1995b, A Survey of Financial Intermediaries’ Attitudes to Future Changes in the MBO/MBI Market, and the Criteria by which Venture Capitalists are Selected, Report commissioned by ECI Ventures, London.
24. Murray, G.C. and Lott, J. 1995, “Have venture capital firms a bias against investment in high technology companies?”, Research Policy, Vol. 24 No. 1, pp. 283-99.
25. O’Donohue, S., Diamantopoulos, D. and Petersen, N. 1991, “Marketing principles and practice in the accounting profession”, European Journal of Marketing, Vol. 25 No. 6, pp. 37-54.
26. Oppenheim, A. 1966, Questionnaire Design and Attitude Measurement, Heinemann, London.
27. Robbie, K. and Murray, G. 1992, “Venture capital in the UK”, International Journal of Bank Marketing, Vol. 10 No. 5, pp. 32-40.
28. Roberts, E. 1991, “High stakes of high tech entrepreneurs: understanding venture capital decision making”, Sloan Management Review, Winter, pp. 9-20.
29. Sahlman, W. 1989, “The changing structure of the American venture capital industry”, National Venture Capital Association Conference, May.
30. Sharp, G. 1991, The Insiders’ Guide to Raising Venture Capital, Kogan Page, London, Ch. 5.
31. Silver, A. 1985, Venture Capital: the Complete Guide for Investors, John Wiley & Sons, New York, NY.
32. Turnbull, P. 1983, “Corporate attitudes towards bank services”, International Journal of Bank Marketing, Vol. 1 No. 1, pp. 53-66.
33. Tyebjee, T. and Bruno, A. 1984,“‘A model of venture capital activity”, Management Science, Vol. 30 No. 9, pp. 1051-66.
34. Wells, W.A. 1974, “Venture capital decision making”, unpublished doctoral dissertation, Carnegie Mellon University, Pittsburgh, PA.
35. Wetzel, W. and Freear, J. 1993, “Starting a private investor network: reflections on the history of VCN”, in Harrison, R. and Mason, C. (Eds), Informal Venture Capital: Information, Networks and Public Policy, Woodhead-Faulkner, Hemel Hempstead.
36. Wright, M. 1994, “National Barmidwest Bank”, in Ennew, C., Wright, M. and Watkins, T. (Eds), Cases in Marketing Financial Services, Butterworth-Heinemann, Oxford.
37. Wright, M., Chiplin, B., Thompson, S. and Robbie, K. 1991, Buy-ins and Buy-outs: New Strategies in Corporate Management, Graham & Trotman, London, Ch. 4.
38. Wright, M., Normand, J. and Robbie, K. 1990, Touche Ross Management Buy-outs, Woodhead-Faulkner, Cambridge.
39. Wright, M., Robbie, K. and Ennew, C. 1994, “Venture capitalists and serial entrepreneurs”, Frontiers of Entrepreneurship Research.
40. Wright, M., Robbie, K. and Ward, M. 1994, “Management buy-outs in the regions - a tale of two recessions”, Regional Studies, Vol. 28 No. 3, pp. 319-25.
41. Wright, M., Robbie, K., Thompson, S. and Starkey, K. 1994, “Longevity and the life-cycle of management buy-outs”, Strategic Management Journal, Vol. 15 No. 3, pp. 215-27.
42. Yorke, D. 1990, “Developing an interactive approach to the marketing of professional services”, in Ford, D. (Ed.), Understanding Business Marketing, Academic Press, London.