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The sum of sales - SME marketing

Grant, K and Laney, R and Nasution, Hanny and Pickett, B (2008) The sum of sales - SME marketing. Monash Business Review, 4 (2). p. 18. ISSN 1833-4091

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Abstract

The aim of the study is to provide deeper insight into the differences in the levels of market orientation and entrepreneurial orientation, especially among small and medium-sized enterprises (SMEs). The data was collected from 77 SME managers across Australia. The results indicate that there are significant differences in aggregate market orientation and entrepreneurial orientation between the more effective SMEs (leaders) and the less-effective SMEs (laggards). The paper contributes towards sales knowledge by examining and highlighting the importance of market orientation and entrepreneurial orientation to achieving sales effectiveness in Australian SMEs.

Item Type: Article
Additional Information:

Article number 24 of 2008
Online ISSN: 1833-4091

Uncontrolled Keywords: ResPubID21787. SME marketing, SMEs, small business, entrepreneurial orientation, market orientation, sales effectiveness, Australia, Australian, sales management
Subjects: Faculty/School/Research Centre/Department > School of Hospitality Tourism and Marketing
FOR Classification > 1505 Marketing
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Depositing User: VUIR
Date Deposited: 13 Dec 2011 00:38
Last Modified: 13 Dec 2011 00:38
URI: http://vuir.vu.edu.au/id/eprint/7533
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