Sussie C. Morrish

The Role of Entrepreneurial Networks in the Exploration and Exploitation of Internationalization Opportunities by Information and Communication Technology Firms

This article investigates the role of entrepreneurial social and business networks in the internationalization of high-technology firms. The authors present case study evidence from born-global information and communication technology firms that shows that established and newly formed social networks can be instrumental in exploring internationalization opportunities. These social networks potentially lead to collaborative cooperation and form part of an entrepreneurs broader business network that facilitates exploitation of internationalization opportunities culminated by successful entry into foreign markets. The study incorporates contemporary literature and offers an internationalization opportunity exploration–exploitation model emanating from the entrepreneurs network configuration. In doing so, it takes a process approach and provides much needed qualitative evidence in network research.

Entrepreneurial marketing: acknowledging the entrepreneur and customer-centric interrelationship

The purpose of this paper is to present a conceptualisation of entrepreneurial marketing drawn from recent developments in literature and supported by case evidence from firms leveraging an approach to marketing that explicitly considers the entrepreneur/customer interrelationship. The paper develops a model that puts the entrepreneur and customers and their interrelationship as the organisational drivers that exist in a wider environment of an organisation that embraces marketing augmented by a collection of non-traditional opportunity focused marketing strategy and tactics. Propositions are offered to stimulate and guide subsequent research efforts.

Entrepreneurial marketing: a strategy for the twenty‐first century?

Purpose – The purpose of this paper is to present the authors view of the role of entrepreneurial marketing (EM) as a strategy to address the dynamic marketing environment of recent times.Design/methodology/approach – The author reflects on some significant marketing changes and provides some contemporary example of companies that have successfully adopted EM approaches and challenged traditional marketing wisdom.Findings – EM is best conceived not as a nexus between marketing and entrepreneurship, but as an augmented process, where both the entrepreneur and the customer are the core actors, co‐creating value within the marketing environment.Originality/value – While this is an opinion piece, the paper provides evidence of how EM can be adopted and applied by entrepreneurial firms and challenges marketers to create and control their own‐marketing environment.

Entrepreneurial burnout: exploring antecedents, dimensions and outcomes

Purpose – The purpose of this paper is to conceptually and empirically explore the antecedents and consequences of entrepreneurial burnout – that is burnout related to the process of discovery or creation of attractive economic opportunities, the assessment of these opportunities, and the decision on the exploitation of opportunities.Design/methodology/approach – This study is a survey of entrepreneurs in New Zealand who were alumni of a university sponsored executive development course for owner‐managers of small‐ and medium‐sized enterprises.Findings – It is found that role stress is positively related to burnout and that burnout has a negative impact on organizational commitment, organizational satisfaction, and relative perceived firm performance. In addition, implications for entrepreneurs are offered with the objective of providing suggestions to mediate the negative consequences of entrepreneurial burnout.Research limitations/implications – The present study is limited by culture – the sample was d...

Portfolio entrepreneurs: an effectuation approach to multiple venture development

Purpose – This paper aims to investigate how effectuation and causation logic influences portfolio formation among entrepreneurs.Design/methodology/approach – The methodology used was a case study with 15 participants.Findings – There is evidence of effectuation reasoning during the preliminary and early stages of venture and portfolio development. Portfolio entrepreneurs tend to adopt causation logic as ventures and portfolios mature.Research limitations/implications – The study is exploratory and looks at cases of successful portfolio entrepreneurs only.Practical implications – The findings will allow researchers and business mentors to provide more specific advice for other entrepreneurs such as nascent and novices, and potentially reduce the incidence of business failure.Originality/value – The paper provides an understanding of how business portfolios develop from an entrepreneurs perspective.

Country of origin as a source of sustainable competitive advantage: the case for international higher education institutions in New Zealand

The lucrative higher education market has intensified the competition among higher education providers as they aggressively promote their institutions to international students. In this study, we explore the factors which are important to Chinese international students when deciding on a study destination and higher tertiary education (ITE) institution. The results of this study provided the impetus to understand the factors which can be a source of sustainable competitive advantage for New Zealand and its ITE providers in the highly competitive Chinese market. Strategically, the results revealed New Zealand must maintain its position as a provider of quality higher education and build upon two unique distinctive capabilities: its comparatively low cost and reputation of being a safe country. Additionally, it would be strategically advantageous to build close collaborations between the Government and the institution to attract overseas students.

A Tale of Two Spirits: Entrepreneurial Marketing at 42Below Vodka and Penderyn Whisky

Abstract Entrepreneurial marketing (EM) has gained popularity in the entrepreneurship and marketing disciplines recently. The success of ventures pursuing non-traditional marketing approaches can be attributed to entrepreneurial marketing practices. Despite the multitude of marketing concepts and models, there are notable successes that diverge from these and are labeled “entrepreneurial.” The purpose of this paper is to explore entrepreneurial marketing approaches used by companies and their impact on the success of marketing activities. We use the seven core dimensions of entrepreneurial marketing developed by Morris, Schindehutte, and LaForge (2002) and apply these to two cases: 42Below Vodka and Penderyn Whisky.

The influence of entrepreneurial marketing processes and entrepreneurial self-efficacy on community vulnerability, risk, and resilience

This paper uses the 2010/2011 Christchurch earthquake and re-development efforts as an exemplar to explore how entrepreneurial marketing processes combined with entrepreneurial self-efficacy can be leveraged to help a community reduce its vulnerability to natural disasters and enhance its resilience. Manyenas (Manyena, S. B. (2006). The concept of resilience revisited. Disasters, 30, 433–450; Manyena, S. B. (2012). Disaster and development paradigms: Too close for comfort? Development Policy Review, 30, 327–345) vulnerability–resilience theory is used as the conceptual framework to delineate the prophylactic benefits of building a communitys entrepreneurial marketing process capabilities and the notion of entrepreneurial self-efficacy as defensive mechanisms to mitigate the effect of disasters. This work has resulted in an augmented disaster risk equation that considers: (1) the risk that a natural disaster poses on a community (as a function of the vulnerability of the communitys tangible assets); (2) the hazard potential of the disaster; and (3) the resilience of its social and economic systems. This paper develops a measure of the symbiotic interrelationship of a communitys entrepreneurial marketing process capabilities and community-level entrepreneurial self-efficacy to illustrate how leveraging the entrepreneurial, marketing, social, and engineering educational resources of a community can create a less vulnerable and more resilient community. In doing so, the paper develops a set of research propositions to guide future research and policy.

Anatomy of entrepreneurial marketing

The motivation for this special issue came from the growing attention and debate on what constitutes Entrepreneurial Marketing (EM). Research in EM was first pursued collectively by the Special Interest Group of the American Marketing Association about three decades ago. Recently, there is widespread recognition of the significance of entrepreneurship and innovation to marketing, and indeed the importance of marketing in successful entrepreneurship. Whereas many scholars view that EM is more suitable for small and medium enterprises (SMEs), there is also now a growing recognition of the important role of entrepreneurs in any marketing activities including at the corporate, community and social level. In light of this, it is not surprising that the government, industry and academics are recognising the contribution of EM to explain a range of issues. Although entrepreneurship and marketing are individually acknowledged as a major element in improving firm performance, their dynamics are still an area with limited theory and empirical work being undertaken. These issues have been highlighted in many international marketing and entrepreneurship conferences in the last 10 years. Indeed this special issue was proposed after EM special sessions held at the 2013 AMS WMC (Academy of Marketing Science World Marketing Congress) in Melbourne and ANZMAC 2013 (Australia and New Zealand Marketing Association Conference) in Auckland, New Zealand. The collection of papers presented in this Special Edition of Journal of Strategic Marketing was selected from the papers submitted at the close of the call for papers and following double blind review process. From the review process, authors of five submissions were selected and compiled into this [special issue on the Anatomy of Entrepreneurial Marketing]. It is our intention that this special issue becomes a valuable resource for both scholars and practitioners alike.

A conceptualization of the perceptions and motivators that drive luxury wine consumption

Purpose Consumer perceptions and motivation for luxury consumption are extensively investigated in the existing literature, although studies have largely focused on branded products with not much attention given to luxury wine. The wine category is distinctive, and luxury wine consumption is notably different from other luxury products. Over the past 20 years, the luxury segment of the wine industry has experienced steady growth, yet understanding of consumer perceptions and motivation for luxury wine consumption is still underdeveloped. Using self-congruency theory, the purpose of this paper is to develop a conceptual framework of the perceptions of, and motivation for, luxury wine consumption. Design/methodology/approach Using a scoping review approach, the current literature on luxury wine and luxury branded products is analyzed for existing gaps in understanding luxury wine consumption. Findings The conceptualization of luxury wine along with the perceptions, motivators and indicators for wine consumption are currently underdeveloped. This paper proposes a conceptual framework for understanding what drives perceptions and motivators of luxury wine consumption. Originality/value Emerging from a scoping review of extant literature, this paper proposes a conceptual framework for understanding consumers’ perceptions of luxury wine and motivations for consumption. This framework will enable a better understanding of the dynamics of luxury wine consumption.