This paper examines the traditional and contemporary approaches to conducting research into the marketing management activities of entrepreneurial small firms (ESF). It argues that these approaches are inappropriate in that they fail to take adequate account of the nature and characteristics of...

This paper examines the problems of translating marketing theory into effective marketing practice and specifically concentrates on the difficulties that surround the marketing planning process. First the authors explore the barriers to marketing planning and relate these to the lack of specific...

Outlines a qualitative methodology for researching in entrepreneurial small firms and through an application of this methodology to a group of five entrepreneurs, illustrates its appropriateness in explaining how such firms manage and develop their personal contact networks over the life cycle...

In recent years the use of networks and, in particular, personal contact networks (PCNs) has emerged as a focus for research in the area of small firm entrepreneurship. A tacit theme emerging from this area has been the need for entrepreneurs to develop a competency in using their PCNs as a...

Since the mid 1980s a steady stream of research studies have examined the marketing/entrepreneurship interface in SMEs. Whilst much of this work has concentrated on specific research issues surrounding the implementation of marketing in entrepreneurial SMEs, a focus of much of this work has been...

Reports on a study of the business activities and the emergence of the learning of marketing skills by eight entrepreneurial small businesses: four in the British Isles and four in the mid-west of the USA. Using a qualitative methodology, a case approach is taken to study the obstacles to growth...