The sum of sales - SME marketing

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

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.

Additional Information

Article number 24 of 2008
Online ISSN: 1833-4091
Item type Article
URI https://vuir.vu.edu.au/id/eprint/7533
Subjects Historical > Faculty/School/Research Centre/Department > School of Hospitality Tourism and Marketing
Historical > FOR Classification > 1505 Marketing
Keywords ResPubID21787. SME marketing, SMEs, small business, entrepreneurial orientation, market orientation, sales effectiveness, Australia, Australian, sales management
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