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Generating orders and winning new business: how owners and managers of small businesses describe and approach their market development and marketing activities

Research output: Contribution to Journal/Magazine › Journal article › peer-review

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Generating orders and winning new business: how owners and managers of small businesses describe and approach their market development and marketing activities. / Atherton, Andrew; Sear, Leigh.
In: The International Journal of Entrepreneurship and Innovation, Vol. 5, No. 4, 01.11.2004, p. 255-265.

Research output: Contribution to Journal/Magazine › Journal article › peer-review

Harvard

Atherton, A & Sear, L 2004, 'Generating orders and winning new business: how owners and managers of small businesses describe and approach their market development and marketing activities', The International Journal of Entrepreneurship and Innovation, vol. 5, no. 4, pp. 255-265. https://doi.org/10.5367/0000000042378114

APA

Atherton, A., & Sear, L. (2004). Generating orders and winning new business: how owners and managers of small businesses describe and approach their market development and marketing activities. The International Journal of Entrepreneurship and Innovation, 5(4), 255-265. https://doi.org/10.5367/0000000042378114

Vancouver

Atherton A, Sear L. Generating orders and winning new business: how owners and managers of small businesses describe and approach their market development and marketing activities. The International Journal of Entrepreneurship and Innovation. 2004 Nov 1;5(4):255-265. doi: 10.5367/0000000042378114

Author

Atherton, Andrew ; Sear, Leigh. / Generating orders and winning new business : how owners and managers of small businesses describe and approach their market development and marketing activities. In: The International Journal of Entrepreneurship and Innovation. 2004 ; Vol. 5, No. 4. pp. 255-265.

Bibtex

@article{505aed15612749b89ef2896fbee7c41b,
title = "Generating orders and winning new business: how owners and managers of small businesses describe and approach their market development and marketing activities",
abstract = "Small businesses deploy specific and transactionally focused approaches to market development and selling that re-define the notion of marketing within this particular organizational context. Indeed, most smaller businesses use alternative terms to marketing to describe these activities. In-depth interviews with small and medium-sized enterprises in the north of England indicated that the most appropriate and meaningful phrases were 'generating orders' and 'developing markets'. The interview transcripts identified specific activities and phases undertaken by small and medium-sized enterprises, as well as their sequence and phasing, generating a shared process framework that was common to the businesses surveyed. Process constraints were analysed, as well as possible means of intervention to enable order generation and winning new business in the small firm. ",
keywords = "Developing markets, Generating orders, Process management, Small business",
author = "Andrew Atherton and Leigh Sear",
year = "2004",
month = nov,
day = "1",
doi = "10.5367/0000000042378114",
language = "English",
volume = "5",
pages = "255--265",
journal = "The International Journal of Entrepreneurship and Innovation",
issn = "1465-7503",
publisher = "IP Publishing Ltd",
number = "4",

}

RIS

TY - JOUR

T1 - Generating orders and winning new business

T2 - how owners and managers of small businesses describe and approach their market development and marketing activities

AU - Atherton, Andrew

AU - Sear, Leigh

PY - 2004/11/1

Y1 - 2004/11/1

N2 - Small businesses deploy specific and transactionally focused approaches to market development and selling that re-define the notion of marketing within this particular organizational context. Indeed, most smaller businesses use alternative terms to marketing to describe these activities. In-depth interviews with small and medium-sized enterprises in the north of England indicated that the most appropriate and meaningful phrases were 'generating orders' and 'developing markets'. The interview transcripts identified specific activities and phases undertaken by small and medium-sized enterprises, as well as their sequence and phasing, generating a shared process framework that was common to the businesses surveyed. Process constraints were analysed, as well as possible means of intervention to enable order generation and winning new business in the small firm.

AB - Small businesses deploy specific and transactionally focused approaches to market development and selling that re-define the notion of marketing within this particular organizational context. Indeed, most smaller businesses use alternative terms to marketing to describe these activities. In-depth interviews with small and medium-sized enterprises in the north of England indicated that the most appropriate and meaningful phrases were 'generating orders' and 'developing markets'. The interview transcripts identified specific activities and phases undertaken by small and medium-sized enterprises, as well as their sequence and phasing, generating a shared process framework that was common to the businesses surveyed. Process constraints were analysed, as well as possible means of intervention to enable order generation and winning new business in the small firm.

KW - Developing markets

KW - Generating orders

KW - Process management

KW - Small business

U2 - 10.5367/0000000042378114

DO - 10.5367/0000000042378114

M3 - Journal article

VL - 5

SP - 255

EP - 265

JO - The International Journal of Entrepreneurship and Innovation

JF - The International Journal of Entrepreneurship and Innovation

SN - 1465-7503

IS - 4

ER -