Hugh Munro

Growing the entrepreneurial firm

Examines the entrepreneurial high‐technology firm′s use of networks for international market development. Multisite case research and a mail survey form the empirical base for the study. Findings indicate that international market choice and mode of entry for small entrepreneurial high‐technology firms are largely shaped by the interest of various network players. Influential network relationships may be both formal (e.g. business contacts) and informal (e.g. family). Early relationships with large firms are particularly influential in the entrepreneurial high‐technology firm′s internationalization process. Networks are used to share some, but not all, international marketing activities. Concludes that network analysis offers a rich perspective on the international development patterns of entrepreneurial firms. Outlines research and managerial implications on the basis of these exploratory findings.

Understanding contemporary marketing: Development of a classification scheme

The term Relationship Marketing has been used in a multitude of ways to describe and define marketing in the contemporary environment. This has led to the term being loosely defined and applied in the literature, resulting in frustration for both researchers and practitioners. Therefore, a classification scheme is developed from analysis of the extant literature, and used to systematically examine the meaning of marketing across twelve dimensions which reflect issues related to marketing practice. From this scheme, the authors identify two ‘perspectives’ of marketing, which encompass four distinguishable ‘types’ of marketing. Implications for future research in the area are discussed.

An investigation of marketing practice by firm size

Abstract In a review of the state of knowledge at the marketing/entrepreneurship interface, Muzyka and Hills (1993) posed the following question: “Just how well do existing marketing models and the traditional marketing paradigm fit the environment, behavior, and processes found in entrepreneurial organizations?” This is a particularly important issue to consider given that small firm practices have historically been assessed in the context of existing marketing models: models based on large firm practices. Perhaps not surprisingly, small firm marketing practices have generally been criticized as non-traditional, informal, short-term, and non-strategic. However, given that the marketing discipline is undergoing a transformation with new paradigms of thought emerging (for example, relationship marketing), is it now appropriate to assess small firm practices in the context of a broader, more contemporary perspective. This research examines the relevance of the traditional marketing paradigm to smaller firms, in terms of market planning, the type of marketing practiced, and the use of performance measures. Smaller firm practices are compared with those of larger firms in the context of a framework that integrates both the transactional and relational schools of marketing thought. Thus, both traditional and emerging paradigms are considered. Three hypotheses are examined using a self-administered survey designed to collect quantitative and qualitative data pertaining to the firms various marketing practices and processes. The sample consists of 302 firms reflecting two similar sub-samples of managers attending part-time executive programs in New Zealand n = 192 , and Canada n = 110 . These managers represent firms of varying size, age, growth rate, use of technology, and industry sector. Analysis was controlled for each of these variables, with firm size being the primary unit of analysis. The results show that in certain areas, marketing practices differ between smaller and larger firms. For example, size-related differences are reflected in the approach to market planning, where smaller firms are found to be more informal than larger firms. Smaller firms also use fewer ways to measure market performance than larger firms. At the same time, the findings also indicate that small firm marketing practices are similar to those of larger firms in many ways, with both transactional and relational marketing relevant across firm size. For example, similarities can be identified in the intent of marketing decisions, the expected duration of customer relationships, the nature of customer contact, and where firms invest marketing resources. The results show that both types of firms practice aspects of the traditional transaction view of marketing, and also emphasize the development and management of personal relationships with individual customers, and efforts to position the firm in a net of various market relationships. These latter practices reflect the more contemporary relational marketing paradigm. Overall, this study enriches our understanding of marketing practices by viewing them in the context of a contemporary framework. By taking a more modern and integrated view of marketing, the study also provides greater realism to our appreciation of issues at the marketing/entrepreneurship interface. On one hand, it confirms that the traditional models related to market planning and performance measurement are not fully evidenced in the practices of smaller firms. These results clearly support the mainstream entrepreneurship literature. On the other hand, the study also shows aspects of the traditional paradigm do fit the environment, behaviors, and processes found in entrepreneurial organizations. More importantly however, the findings show that to understand and assess small firm practices, we must move beyond the traditional marketing paradigm to appreciate a broader, more modern perspective. In doing so, we find evidence that the types of marketing practiced by smaller and larger firms are not, in fact, fundamentally different. In terms of practical implications for managers of smaller firms, investment (time, personal effort, and financial resources) should be placed in both individual relationships and the development of the firms position in a network of firms. As the firm grows, this understanding of relational marketing will serve the firm well, given managers in larger firms report a perceived need to improve their skills in this area. The traditional view of marketing is also relevant to smaller firms. By learning how to competently manage the areas of product, price, promotion, and distribution in a manner appropriate to the smaller firm, the organization can develop a base on which to develop customer relationships, and also the capacity to compete as a larger organization. With regards to planning and performance measurement, a number of implications can also be drawn. For example, smaller firms are more informal than larger firms in terms of their market planning. As managers in these firms seem to want to improve their planning processes, it might be suggested that this in fact be done. However, since this study does not link planning to market performance, it is inappropriate to suggest that smaller firms should become more formal, as their informality may well be an inherent characteristic of an entrepreneurial organization (and not necessarily a weakness). In terms of performance measurement, the results of the study show that smaller firms tend to rely primarily on financial indicators. Thus, managers should be aware of the risk of being myopic and seek to capitalize on their close market contact by better use of customer feedback. They might also learn from the more holistic approach taken by larger firms. Managers should, however, question the relevance of market performance measures in the context of their specific firm and its environment and not simply adopt formal large firm tools without due consideration.

EXPORTING FOR SUCCESS AS A SMALL CANADIAN MANUFACTURER

ABSTRACT This paper examines the factors associated with the export performance of a 38-firm sample of small Canadian manufacturers. Two measures of export performance, intensity and relative profitability, are employed in this study. The findings suggest that on-going commitment is important for both export intensity and profitability. This commitment can be reflected in both the human resources devoted to exporting and the management of the strategy components. Smallfirms can also enhance their profitability through careful product-market selection. With the proper focus and commitment, small firms can profit considerably from exports.

EXPORT CHARACTERISTICS OF SMALL CANADIAN MANUFACTURERS

ABSTRACT As a first step in a study of ways of improving Canadian export performance, this paper examines the export characteristics of small Canadian manufacturers. Based on a 64-question mail survey of 38 exporters in the Province of Ontario, an exporter profile is developed. Particular attention is placed on the establishment and ongoing management of the distribution arrangements of these small firms.

ANALYSIS OF MARKETING ACTIVITIES IN HIGH-TECHNOLOGY MANUFACTURING COMPANIES

ABSTRACT This article examines the importance given to and success with which managers in a sample of high-technology manufacturing companies have implemented marketing activities. Interviews were conducted with marketing managers who indicated their perceptions of importance and company success for 29 marketing activities. These activities were subsequently grouped into eight marketing activity scales. The results show that managers perceive market size-up activities to be most important and that they feel they are relatively successful in this regard. Additional analysis indicates that the success variables may be reflecting more competence than is actually the case. Strategic marketing activities, particularly those related to product policy, also pose some problems for these companies.

THE NEW PRODUCT PROCESS: A STUDY OF SMALL INDUSTRIAL FIRMS

ABSTRACT Companies are dependent upon successful new product introductions for survival and growth. However, new product failure rates are high, caused in part by insufficient market information. The problem of high new product failure rates is particularly acute for small industrial firms, because they frequently lack the resources and expertise to conduct a thorough investigation when developing new products. New product models, as proposed in the literature, may be inappropriate for small industrial firms because they assume the firm has sufficient resources to complete an extensive assessment, and because they offer a standardized rather than a flexible approach. A comparison of the actual and normative approaches to new product development was addressed in a survey of small industrial firms in southwestern Ontario. The firms studied tended to conduct a thorough technical assessment of the new product (e.g., R&D and prototype testing) but were deficient in most other aspects of the process (e.g., fina...