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1 – 10 of 185Neringa Gerulaitiene, Asta Pundziene and Egle Vaiciukynaite
The purpose of this paper is to investigate the effect of the dynamic managerial capabilities (DMC) of the spouse (either working or non-working) of a family firm owner on firm…
Abstract
Purpose
The purpose of this paper is to investigate the effect of the dynamic managerial capabilities (DMC) of the spouse (either working or non-working) of a family firm owner on firm innovativeness. This paper assesses the role of three elements of the DMC of owners' spouses (emotion regulation, conflict resolution and networking capabilities) that are bridged by familiness on family firm innovativeness.
Design/methodology/approach
This paper presents the results of a multiple case study. Twelve cases were selected: six innovative and six non-innovative family firms in Lithuania. The study design enabled a comparison not only of innovative and non-innovative family firms but also of non-working and working spouses of family firm owners.
Findings
The findings show that family firm owners' spouses contribute to firm innovativeness through their DMC in terms of emotion regulation, conflict resolution and networking capabilities.
Research limitations/implications
This research focused on a sample of firms in Lithuania. Future studies should broaden the research to other countries.
Originality/value
This research provides empirical evidence of the hidden role of the DMC of family firm owners' spouses and their contribution to firm innovativeness. This paper extends the application of DMC to family business research.
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Establishing an appointment with a potential industrial or commercial client is typically an unnerving experience. In fact, this author believes it is the most important and the…
Abstract
Establishing an appointment with a potential industrial or commercial client is typically an unnerving experience. In fact, this author believes it is the most important and the most difficult step in the entire sales process. One reason why it is so important is because it is the first sale in a series of negotiations leading to a contract. Speaking candidly, if one cannot sell an appointment, one cannot sell. Often, this is the acid test for hiring an industrial salesperson. Suggests certain rules and attitudes as well as illustrates practical techniques to overcome objections enhancing the probability of getting face to face with a prospect.
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This paper seeks to find factors that influence the growth intention of female-owned small businesses in the Ghana’s tourism sector. The purpose of this paper is to investigate…
Abstract
Purpose
This paper seeks to find factors that influence the growth intention of female-owned small businesses in the Ghana’s tourism sector. The purpose of this paper is to investigate why some female entrepreneurs achieve growth objectives while others do not.
Design/methodology/approach
In this study, the authors seek to understand the growth intention within the tourism sector because it is not clear why some female entrepreneurs in Ghana pursue growth. The study applies quantitative techniques. A questionnaire survey was conducted with 110 female tourism entrepreneurs in Ghana. Data analysis was conducted using the non-parametric procedures of Spearman’s rank correlation.
Findings
The findings of this research reveal that female tourism entrepreneurs in Ghana feel they can expand without entrepreneurial ability(ies). However, the growth of the venture is restricted by the lack of financial resources. Opportunities in the tourism sector do generate more customers, but cannot alone determine growth intentions. Furthermore, an important finding of this study is that business advisory services do not contribute significantly to the growth intention of the venture. The research made clear that the pursuance of growth is related to different types of opportunities and finance leveraging.
Research limitations/implications
The study has gender-specific, industry-specific, size-specific and region-specific limitations. Another limitation is focus on entrepreneurial ability, opportunity and business advisory support services as determinants of female entrepreneurs’ growth intention.
Practical implications
This study provides useful information for government, business agencies and academics seeking reasons on why female entrepreneurs have low growth intentions. Policy measures are provided in assisting women in achieving their growth aspirational needs and suggestions are recommended to encourage women to grow their small tourism businesses.
Social implications
The research will contribute to improve the socio-economic status of women entrepreneurs in Africa.
Originality/value
This paper addresses an under-researched area of female tourism entrepreneurs and their growth intention from the perspective of a developing country such as Ghana.
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Michael H. Morris, Roy W. Williams and Deon Nel
Classifies controllable or internal factors influencing family business transitions into three groups: preparation level of the heirs, family relationships, and planning and…
Abstract
Classifies controllable or internal factors influencing family business transitions into three groups: preparation level of the heirs, family relationships, and planning and control activities. To assess the impact of each set of factors on the ease of generational transitions and subsequent family business performance, a cross‐sectional survey was directed at owner/ managers of second‐ and third‐generation family businesses. Suggests that, in successful transitions, heirs are reasonably well‐prepared, family relationships tend to be positive, and succession planning and related control activities are relatively informal. Of these three, trust and communication in family relationships appears to have the most significant impact on transitions. Draws managerial implications and makes suggestions for ongoing research.
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Typically, business‐to‐business (B2B) promotions are price cuts that drain profits and erode brand equity for the sake of short‐term volume gains. This paper shows how to elevate…
Abstract
Purpose
Typically, business‐to‐business (B2B) promotions are price cuts that drain profits and erode brand equity for the sake of short‐term volume gains. This paper shows how to elevate B2B promotions to a central place in implementing strategy – creating extra value for customers, building brand equity, improving profits, and permanently increasing sales.
Design/methodology/approach
The article examines nine successful non‐price promotions and shows the patterns and principles that made them work.
Findings
The article posits a new conceptual model that organizes the findings from the nine cases: “the customer learning curve.” Strategy‐driven promotions move customers down this mental process from having a need – but perhaps not even knowing it – all the way through to being advocates for the firm and its products.
Research limitations/implications
The model provides a framework for analyzing existing, and designing future, decision‐oriented market research.
Practical implications
Strategy‐driven promotions focus on overcoming barriers to purchase. The best are specific (don't ask the promotion to do the whole job); creative (go beyond the conventional, “drop the price” thinking); customer‐centered (borrow interest from something the customer really cares about); measurable (if you can't measure it, you can't learn from it); and brand enhancing (don't fall into the trap of eroding brand equity).)
Originality/value
The customer learning curve is an original conceptual model and practical problem‐solving tool. The nine cases provide original examples.
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Brian R. Proksch, William H. Ross and Tony Estness
A six‐day negotiation simulation was developed from newspaper articles and interviews with elected officials. In this integrative bargaining exercise, participants assume the role…
Abstract
A six‐day negotiation simulation was developed from newspaper articles and interviews with elected officials. In this integrative bargaining exercise, participants assume the role of either the Richland Town Board or the River City Mayor's Office and attempt to resolve a conflict between the two governments. Several homeowners in the unincorporated town of Richland have had their wells fail and have asked to annex into River City. Richland officials want to stop such annexations and instead purchase water from River City. River City officials want to annex as much of Richland as possible and prevent it from incorporating. Both sides are provided with common information as well as confidential information. Using their information, they must negotiate over several days, seeking an agreement that addresses each side's interests and concerns.
Sharon M. Danes, Amanda E. Matzek and James D. Werbel
The purpose of this study was to explore the couple relationship context within the venture creation process over time. Conservation of Resources and Family FIRO theories were the…
Abstract
The purpose of this study was to explore the couple relationship context within the venture creation process over time. Conservation of Resources and Family FIRO theories were the theoretical foundation, and constructs from these theories were integrated to develop the analytical framework. The sample consisted of couple-level data from 94 start-up businesses at Time 1 with information from entrepreneur and spouse; there were 78 businesses at Time 2. Analysis of spousal resources invested in the newly created businesses indicated that direct and indirect spousal involvement in the business, spousal moral commitment, spousal perception of entrepreneur's business self-efficacy, business communication quality, and emotional support from the spouse were enabling resources during the venture creation process. Work overload and work and family conflict were constraining resources during this process. Couples in a very strong relationship reported significantly more enabling resources and fewer constraining resources than couples not in a very strong relationship.
Ruth Gaffney‐Rhys and Joanna Jones
The aim of this paper is to explore inheritance planning amongst small business owners, which is important due to the complex nature of a business proprietor's estate and the fact…
Abstract
Purpose
The aim of this paper is to explore inheritance planning amongst small business owners, which is important due to the complex nature of a business proprietor's estate and the fact that the latter sometimes have specific aspirations regarding the succession of the enterprise.
Design/methodology/approach
The article highlights the problems that can arise if a business owner dies intestate and then considers the levels of will ownership amongst small business owners in South Wales and attitudes to inheritance planning.
Findings
The primary research conducted found that a significant number of small business owners have not made a will (51 percent) and that the reasons for not doing so are complex and varied.
Originality/value
Several themes emerged from the study, such as the importance of contact with professional advisers, the impact of culture on inheritance planning, reliance on trust, the problems associated with complicated family circumstances and the effect of the current economic climate on attitudes to inheritance planning
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This paper aims to examine the relationship between family responsibilities and family support, on the one hand, and decisions by men and women concerning owning a business, as…
Abstract
Purpose
This paper aims to examine the relationship between family responsibilities and family support, on the one hand, and decisions by men and women concerning owning a business, as well as how many hours they work in that business.
Design/methodology/approach
The authors used data collected by the US Current Population Survey between 1989 and 2011 and had a starting sample of 1,258,430 individuals, and a final sample of 27,147.
Findings
The authors found that both women and men are more inclined to own a business when they are married, have children or receive financial support from their spouse. They also found widespread gender differences in these analyses. The influence of family-related issues on owning a business is stronger for women than for men.
Originality/value
The findings indicate that male business owners work longer hours if they have young children. In contrast, female business owners reduce their work hours if they are married, have young children and receive support from their spouse. Implications are discussed.
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Explains the new US tax rules for calculating the required minimum distributions from employer‐sponsored qualified retirement plans, 403(b) plans and individual retirement…
Abstract
Explains the new US tax rules for calculating the required minimum distributions from employer‐sponsored qualified retirement plans, 403(b) plans and individual retirement accounts, pointing out that when the owner of a tax‐deferred retirement account dies the beneficiary of the fund becomes liable for tax. Gives numerical examples to illustrate the application of the rules.
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