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Full-Text Articles in Entrepreneurial and Small Business Operations
Supplier Selection And Development: The Relationship Between Small Manufacturing Enterprises And Mass Merchandisers, Stephen C. Jones, Tami L. Knotts, Gerald G. Udell
Supplier Selection And Development: The Relationship Between Small Manufacturing Enterprises And Mass Merchandisers, Stephen C. Jones, Tami L. Knotts, Gerald G. Udell
New England Journal of Entrepreneurship
This study examines the results of a program intended to act as a selection tool for mass merchandisers and a development tool for small manufacturers. The evaluation program assessed the management practices and products of potential suppliers. Based on past experience, buyers for mass merchandisers consider small manufacturing enterprises a poor risk as potential suppliers of retail goods. As part of the evaluation process, firms were asked 34 closed-end questions regarding their management practices, and each product was evaluated on 41 specific qualities necessary for the mass merchandising market. Of the 1,690 firms that participated in this project, about 5 …
Marketing Orientation In Smes: Effects Of The Internal Environment, Richard C. Becherer, Diane Halstead, Paula J. Haynes
Marketing Orientation In Smes: Effects Of The Internal Environment, Richard C. Becherer, Diane Halstead, Paula J. Haynes
New England Journal of Entrepreneurship
Marketing orientation refers to 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; others have found mixed or nonsignificant results. The marketing orientation of small businesses has not been thoroughly investigated, however. This study of more than 200 small business CEOs examines the marketing orientation levels of small to medium-sized firms (SMEs) as well as the impact of various internal variables (sales/profit performance, company characteristics, and …