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Article
Publication date: 1 November 2001

I. Chaston, B. Badger, T. Mangles and E. Sadler‐Smith

Organisational learning is increasingly being mentioned in the literature as a mechanism for assisting the market performance of small firms. There exists, however, limited…

2911

Abstract

Organisational learning is increasingly being mentioned in the literature as a mechanism for assisting the market performance of small firms. There exists, however, limited empirical evidence on either the benefits conferred by organisational learning and the learning systems utilised to manage the process. A survey of small UK manufacturing firms was undertaken to acquire data on whether a relationship exists between learning style and the competencies exhibited by organisations. The survey also sought to determine the nature of learning systems used by small manufacturing firms. The results suggest that as firms move from a lower‐level to a higher‐level learning style, this is accompanied by competence enhancement that can contribute to improving organisational capability. It also appears that a higher‐level learning style is accompanied by the adoption of a more formalised learning system inside the organisation. The implications of these findings are discussed and proposals presented on the needs for further research.

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International Journal of Operations & Production Management, vol. 21 no. 11
Type: Research Article
ISSN: 0144-3577

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Article
Publication date: 1 March 2002

I. Chaston, B. Badger, T. Mangles and E. Sadler‐Smith

The role of organisational learning in knowledge acquisition for competitive advantage is increasingly found in the literature. Various researchers have used qualitative, single…

700

Abstract

The role of organisational learning in knowledge acquisition for competitive advantage is increasingly found in the literature. Various researchers have used qualitative, single firm case studies to validate a relationship between learning, knowledge and firms exhibiting strong market performance. There is, however, limited empirical evidence on the relative importance of the learning style and management systems required to support the effective marketing of knowledge‐based services. The Internet is an excellent research tool to empirically assess the possible relationships between learning style, knowledge systems and revisions in operational practices. A survey of small UK accountancy practices was undertaken to acquire data on learning style, knowledge systems and market performance. The results and their implications in relation to organisations’ use of the Internet are discussed and proposals are presented for further research.

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Journal of Small Business and Enterprise Development, vol. 9 no. 1
Type: Research Article
ISSN: 1462-6004

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Article
Publication date: 1 June 2000

I. Chaston, B. Badger and E. Sadler‐Smith

In the literature, relationship orientated firms are being advised to exploit organizational learning as a route through which to acquire the knowledge required to survive in…

1675

Abstract

In the literature, relationship orientated firms are being advised to exploit organizational learning as a route through which to acquire the knowledge required to survive in rapidly changing and/or highly competitive markets. There is, however, only limited anecdotal evidence of the positive contribution that organizational learning can make to enhancing the performance of firms. To acquire additional empirical data, a survey of learning style and perception of competences relative to competitors in small manufacturing firms was undertaken. Results concerning organizational learning style appear to indicate the firms who exhibit a relationship marketing style tend to adopt a double‐loop (or table8.TIFigher order) learning style; whereas transactionally orientated firms appear to be single‐loop learners. When compared with transactional firms, relationship orientated respondents also reported higher competences for some areas of marketing, HRM and information management practices. This conclusion was further validated through telephone interviews. The implications of these findings are discussed and proposals presented on the need for further research.

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European Journal of Marketing, vol. 34 no. 5/6
Type: Research Article
ISSN: 0309-0566

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Article
Publication date: 1 April 2000

Ian Chaston

Adopting an entrepreneurial orientation is accepted as strategy through which to improve the performance of small firms. The management of innovation literature indicates that…

414

Abstract

Adopting an entrepreneurial orientation is accepted as strategy through which to improve the performance of small firms. The management of innovation literature indicates that firms seeking to survive in rapidly changing and/or highly competitive markets are being advised to consider participating in business networks. By combining these two concepts it is hypothesised that four different marketing styles may exist; namely conservative/transactional, conservative/network orientated, entrepreneurial/transactional and entrepreneurial/network orientated firms. A survey of small manufacturing firms was undertaken in an attempt to determine whether these four marketing styles exist. The survey revealed that high growth entrepreneurial firms tend to participate in business networks. Membership of a network confers the benefit of increasing the level of organisational learning. Additionally it was concluded that higher levels of competence were found for entrepreneurial/network orientated organisations. The implications of these findings are discussed in relation to Government small firms support policies.

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Journal of Research in Marketing and Entrepreneurship, vol. 2 no. 1
Type: Research Article
ISSN: 1471-5201

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Article
Publication date: 1 February 1994

Ian Chaston

Two common causes of failure in the UK SME sector are under‐capitalisation and poor financial management skills. In theory the objective of the banking and accountancy professions…

312

Abstract

Two common causes of failure in the UK SME sector are under‐capitalisation and poor financial management skills. In theory the objective of the banking and accountancy professions should be the provision of external advisory services that enhance the management of the financial aspects of the business. Delivery of this objective could contribute to increasing small firm survival rates. A survey of South West SME firms reveals that although owner/managers see benefits in utilising the expertise of their accountants, banks are openly distrusted and there is a preference for minimising contact with the banking community. A parallel survey of accountants and bankers confirmed these attitudes and also indicated that accountants may reinforce the owner/manager behaviour to limit the quantity of financial information which is made available to the bank. If the banking and accounting segments of the UK financial services industry adopted a strategy of actively co‐operating with each other, the quality of external advice made available to smaller enterprises would be greatly enhanced.

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Journal of Small Business and Enterprise Development, vol. 1 no. 2
Type: Research Article
ISSN: 1462-6004

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Article
Publication date: 1 March 1995

Ian Chaston

In the late 1980s, the Danish Technological Institute received funding to determine whether structured networking might offer a concept for promoting survival and growth among…

296

Abstract

In the late 1980s, the Danish Technological Institute received funding to determine whether structured networking might offer a concept for promoting survival and growth among small‐ and medium‐sized enterprises (SMEs). To overcome the frequent absence of a large firm‐type hub in the SME sector, the Institute evolved a five‐phase model in which an independent individual external to the potential network assumes the role of broker and is responsible for guiding an inter‐firm co‐operation process. Observation of a pilot initiative in the UK determined that the most critical event within the process model is the identification of a viable idea which can provide the basis for forming a new business network. A study to gain further understanding of the nature of any process gap within the methodology, which brokers have been advised to utilize, indicated that the technique of unstructured, open‐ended interviewing to gain an understanding of factors influencing the performance of firms is often not very effective. Details are provided here of a new, more structured audit tool. A preliminary qualitative evaluation of the new technique indicated this has significant potential for assisting the broker to rapidly identify a viable idea which can provide the basis for forming a new business network.

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Journal of Small Business and Enterprise Development, vol. 2 no. 3
Type: Research Article
ISSN: 1462-6004

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Article
Publication date: 1 June 2000

Ian Chaston and Terry Mangles

In both literature and policy documents, small and medium‐size enterprises (SMEs) are being advised to form networks as a route for acquiring the knowledge required to survive in…

1201

Abstract

In both literature and policy documents, small and medium‐size enterprises (SMEs) are being advised to form networks as a route for acquiring the knowledge required to survive in rapidly changing and/or highly competitive markets. There is, however, only limited anecdotal evidence of the positive contribution that networks are a way of upgrading organisational learning and thereby enhancing the performance of small firms. Additionally, there appears to be minimal guidance available on how small firms might exploit networks as a route for improving their capabilities to acquire and utilise knowledge to enhance future performance. To acquire additional empirical data on these issues, a survey was undertaken to examine the learning style of small UK manufacturing firms participating in some form of cooperative relationship with other members of their market supply chain. Learning style in the survey was measured by seeking response to a scale which permits assessment of the degree to which the respondent firm is exhibiting a single‐ versus double‐loop learning style. A survey of small firms advisers to gain their view of the organisational competency was measured using a scale that identifies those areas of capability that have significant impact on the performance of small firms. Results indicate that firms involved in networks tend to adopt a double‐loop (or higher‐order) learning style, whereas non‐network firms mainly appear to be autonomous single‐loop learners. When compared with non‐network firms, respondent organisations who participate in networks tend to have a better developed, more formalised knowledge management system. Furthermore, small firm advisers perceive that the creation of a formalised knowledge management system is reflected by such firms exhibiting a higher level of organisational competence across some of the areas of marketing, HRM and information management. The implications of these findings are discussed in relation to how small firms might be assisted in becoming involved in learning networks as a path for improving their knowledge management capabilities. Some qualitative, illustrative examples of small business learning networks are provided. Additionally, proposals are presented on the need for further research.

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Journal of Small Business and Enterprise Development, vol. 7 no. 2
Type: Research Article
ISSN: 1462-6004

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Article
Publication date: 4 September 2009

Diane M. Martin

This paper identifies and examine a divergence of philosophies and practice between corporate/traditional marketing (CTM) and entrepreneurial marketing (EM). The paper examines…

23067

Abstract

Purpose

This paper identifies and examine a divergence of philosophies and practice between corporate/traditional marketing (CTM) and entrepreneurial marketing (EM). The paper examines the case of an entrepreneur who also possesses a deep understanding of CTM practices. The purpose of this paper is to learn which set of marketing practices entrepreneurs are likely to privilege.

Design/methodology/approach

This paper is an ethnographic investigation of a marketing entrepreneur: one who possesses a deep understanding of CTM and who is also a successful entrepreneur. Data collection and analysis included participant observation, multiple interviews, and interpretation of textual and video data.

Findings

Entrepreneurs with CTM expertise privilege elements of EM. Rather than relying on the traditional four Ps (product, price, place, and promotion), their marketing strategy and practice is reminiscent of the entrepreneurial four P's (purpose, practices, process, and people). Communication competency is foundational to successful EM.

Practical implications

Entrepreneurs are encouraged to assess their personal situations and identify ways to improve their organizational and interpersonal communication skills and personal contact network processes.

Originality/value

This paper provides a provocative look at how CTM theory and practice are superseded by the creativity, flexibility, and innovation of day‐to‐day entrepreneurship. The paper validates a framework for analysis of marketing practices specific to entrepreneurs.

Details

Qualitative Market Research: An International Journal, vol. 12 no. 4
Type: Research Article
ISSN: 1352-2752

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Article
Publication date: 13 June 2008

Paul Harrigan, Elaine Ramsey and Patrick Ibbotson

Relationship marketing principles have seldom been applied to the small‐ and medium‐sized enterprise (SME). The purpose of this paper is to develop what is a striking link by…

4937

Abstract

Purpose

Relationship marketing principles have seldom been applied to the small‐ and medium‐sized enterprise (SME). The purpose of this paper is to develop what is a striking link by investigating the role of internet technologies in the customer relationship management of SMEs based in Northern Ireland (NI).

Design/methodology/approach

This study took an exploratory outlook and a quantitative approach to data collection was adopted. A self‐completion questionnaire was distributed by post to a sample of 300 SMEs in NI. A response rate of 18.6 per cent was obtained.

Findings

The findings of this study illustrate that SMEs are implementing fundamental electronic customer relationship management (e‐CRM) practices and reaping the benefits from internationalisation. Challenges are few, but centre on a preference for face‐to‐face relationships and a lack of government support.

Research limitations/implications

It is hoped that this exploratory research has laid the foundation for further examination of e‐CRM in the SME context. Future studies should be able to replicate the process in other countries and on a larger scale. The potential also exists for in‐depth qualitative research.

Practical implications

The paper concludes that e‐CRM may have to move on to a more strategic and integrated level if SMEs in NI are to compete, both locally and globally.

Originality/value

This exploratory research has shed some light on the marginalised subject of e‐CRM in SMEs. For SMEs operating in a peripheral economy such as NI the benefits to be gained from e‐CRM are lucrative.

Details

Marketing Intelligence & Planning, vol. 26 no. 4
Type: Research Article
ISSN: 0263-4503

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Article
Publication date: 13 November 2018

Ming-Huei Chen, Yu-Yu Chang and Ju-Yun Pan

The rise of creative economy has been the subject of considerable interest in the recent literature. Despite the growing effort to investigate entrepreneurship in creative…

2137

Abstract

Purpose

The rise of creative economy has been the subject of considerable interest in the recent literature. Despite the growing effort to investigate entrepreneurship in creative industries, little work has been done to scrutinize the relationship between individual attributes of creative entrepreneurs and the new venture outcomes. Prior research shows that entrepreneurial creativity and opportunity recognition are the major determinants of entrepreneurs’ behavioral posture in the new venture process. Therefore, this study aims to explore the typology of creative entrepreneurs’ attitude to new venture creation using entrepreneurial creativity and opportunity recognition to categorize entrepreneurs in creative industries.

Design/methodology/approach

A sample of 291 entrepreneurs in creative industries of Taiwan and cluster analysis was used to categorize the research data.

Findings

The results identify four types of creative entrepreneurs, namely “creative constructionist”, “creative opportunist”, “creative designer” and “creative producer”. To better understand the role of creative entrepreneurs in affecting new venture success, the career outcomes perceived by entrepreneurs were compared between different categories. Results suggest that entrepreneurs who are categorized as “creative constructionist” have better career success in firm’s creative performance, personal career achievement, social reputation, entrepreneurial satisfaction and entrepreneurial happiness. Moreover, findings also suggest that constructionist type of creative entrepreneurs have the lowest intention to quit the entrepreneurial career.

Originality/value

This paper confirms that entrepreneurial creativity and opportunity recognition complement each other to accomplish entrepreneurs’ career success. Its findings shed light on entrepreneurs’ attribute typology as well as how the typology is linked to entrepreneurial career success in creative industries. Theoretical contributions and practical implications are discussed.

Details

Journal of Enterprising Communities: People and Places in the Global Economy, vol. 12 no. 5
Type: Research Article
ISSN: 1750-6204

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