Marketing and Entrepreneurship: Research Ideas and Opportunities

By Gerald E. Hills | Go to book overview

REFERENCES

Brandt S. C. Entrepreneuring: The Ten Commandments for Building a Growth Company. Reading, MA: Addison-Wesley Publishing Co., 1982.

Brandt S. C. Entrepreneuring in Established Companies. Homewood, IL: Dow Jones-Irwin, 1986.

Brockhaus R. H. "The Psychology of the Entrepreneur." In Encyclopedia of Entrepreneurship, edited by C. Kent et. al. Englewood Cliffs, NJ: Prentice Hall, 1982.

Brockhaus R. H., Sr., and P. S. Horwitz. "The Psychology of the Entrepreneur." In The Art and Science of Entrepreneurship, edited by D. Sexton and R. Smilor, 25-48. Cambridge, MA: Ballinger Publishing Co., 1986.

Churchill G. A., Jr., N. M. Ford, S. W. Hartley, and O. C. Walker Jr. "The Determinants of Salesperson Performance: A Meta-Analysis." Journal of Marketing Research 22 ( May 1985): 103-18.

Churchill G. A., Jr., N. M. Ford, and O. C. Walker Jr. Sales Force Management. Homewood, IL: Richard D. Irwin, 1990.

Cornwall J. R., and B. Perlman. Organizational Entrepreneurship. Homewood, IL: Richard D. Irwin, 1990.

Covin J. G., and D. P. Slevin. "Strategic Management of Small Firms in Hostile and Benign Environments." Strategic Management Journal 10 ( Jan. 1989).

Ford N. M., O. C. Walker Jr., G. A. Churchill Jr., and S. W. Hartley. "Selecting Successful Salespeople: A Meta Analysis of Biographical and Psychological Criteria." In Review of Marketing, edited by Michael J. Houston , 90-131. Chicago, IL: American Marketing Association, 1988.

Ingram T. N., and R. W. LaForge. Sales Management: Analysis and Decision Making. Fort Worth, TX: Dryden HBJ, 1992.

Kanter R. M. The Change Masters. New York: Simon and Schuster, 1983.

Khandwalla P. The Design of Organizations. New York: Harcourt, Brace, and Jovanovich, 1977.

Kerr M. and B. Burzynski. "Missing the Target: Sales Training in America." Training and Development Journal ( July 1988): 68-70.

Miller D., and P. H. Frieson. "Innovation in Conservative and Entrepreneurial Firms: Two Models of Strategic Momentum." Strategic Management Journal 3 ( 1983): 1-25.

Morris M. H., and G. W. Paul. "The Relationship Between Entrepreneurship and Marketing in Established Firms." Journal of Business Venturing 2 ( 1987): 247-59.

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