SBANC
Newsletter
April
4, 2006
Issue 415-2006
|
QUOTE
"You've
got to look for a gap, where competitors in a market have grown
lazy and lost contact with the readers or the viewers."
-- Rupert
Murdoch
|
FEATURE
PAPER
Explaining
Competitive Advantage in Family Firms: The Effectuation Paradox
The
following paper was presented at the 2006 USASBE/SBI Joint Conference
Proceedings held in Tucson, Arizona. It was written by James
C. Hayton of Bocconi University.
Abstract
Research
into human resource management (HRM) systems suggests that investments
in formal
HRM are an important source of competitive advantage. This paper
identifies the paradox that
while family firms de-emphasize investments in formal HRM systems,
they are still able to
outperform their non-family counterparts. It is suggested that
the root of this paradox lies in
family firms preference for effectuation over causation when it
comes to strategic decision
making. A contingency model of the sustainable competitive advantage
of family firms is
developed, and the implications of the effectuation paradox for
understanding HRM in family
firms are discussed.
Read
the Entire Paper...
|
CONFERENCES
Barcoding
Inc.
|
| Who: |
Barcoding
Inc.
|
| What: |
The
Future of Barcoding and RFID Conference and Exhibition
|
| Where: |
Baltimore,
Maryland, USA |
| When: |
April
25, 2006
|
|
|
|
IPSI
|
| Who: |
Internet,
Processing, Systems, and Interdisciplinary (Research)
|
| What: |
IPSI
2006 - France
|
| Where: |
Carcassonne,
France |
| When: |
April
27 - 30, 2006 |
|
|
|
NIKOS
|
| Who: |
Dutch
Institute for Knowledge Intensive Entrepreneurship
|
| What: |
The
14th High Technology Small Firms Conference
|
| Where: |
University
of Twente, Enschede, The Netherland |
| When: |
May
11-13, 2006 |
|
|
|
ICSB
|
| Who: |
International
Council for Small Business
|
| What: |
51st
ICSB World Conference
|
| Where: |
Melbourne,
Australia |
| When: |
June
18-21, 2006 |
|
|
|
EIRASS
|
| Who: |
European
Institute of Retailing and Services Studies
|
| What: |
13th
International Conference
|
| Where: |
Corinthia
Grand Hotel Royal in Budapest, Hungary |
| When: |
July
9 - 12, 2006 |
|
|
|
CALLS FOR PAPERS
AMA
|
| Who: |
Atlantic
Marketing Association
|
| What: |
Annual
Meeting
|
| Where: |
Francis
Marion Hotel in Charelston, South Carolina, USA |
| When: |
September
27-30, 2006 |
Submission
Deadline:
April 18, 2006
|
|
|
|
SBI
|
| Who: |
Small
Business Institute
|
| What: |
Mid
Year Meeting
|
| Where: |
Louisville,
Kentucky, USA |
| When: |
October
12-15, 2006 |
Submission
Deadline:
May
15, 2006
|
|
|
|
IABE
|
| Who: |
International
Academy of Business and Economics
|
| What: |
IABE-2006
Annual Conference
|
| Where: |
Las
Vegas, Nevada, USA |
| When: |
October
15-18, 2006 12-15, 2006 |
Submission
Deadline:
May 31, 2006
|
|
|
|
AGB
|
| Who: |
Association
for Global Business |
| What: |
18th
International Conference
|
| Where: |
Hyatt
Regency, Newport Beach, California, USA |
| When: |
Novemeber
16-19, 2006 |
Submission
Deadline:
June 30, 2006
|
|
|
|
ASBE
|
| Who: |
Association
for Small Business and Entrpreneurship (ASBE) |
| What: |
Fall
Conference
|
| Where: |
Best
Western in Corpus Christi, Texas |
| When: |
November
1-3, 2006 |
Submission
Deadline:
August 1, 2006
|
|
|
|
|
TIP
OF THE WEEK
Taking Customers Away from the Competition
In determining your list of research priorities, studying what
it takes to attract customers from competitors should come when
you have shored up your relationship with current customers. That
isn't to suggest that attracting competitors' customers is unimportant.
Rather, there is no point in spending advertising or promotion
budgets or sales-force efforts to lure your competitors' customers
only quickly to lose them. Once you have done your homework and
determined that your products or services address the needs of
your current customers, you can begin to think about research to
attract new customers.
In seeking to attract your competitors' customers, the same kinds
of research studies that you'd use when studying your own customers
apply. Here, though, your target respondents will include your
competitors' customers and so will provide intelligence regarding
your competitors' strengths and weaknesses. Such a research will
become a road map to the kinds of strategies that would be effective
for determining which competitors are the most vulnerable and the
messages that would be most compelling in convincing a competitor's
customers to switch to you.
Increasing the Size of the Market
In the scheme of things, attracting new users to your market is
the hardest task. The hurdles necessary to convince prospects that
buying what you sell is in their interest are often substantial.
For example, consumers who haven't purchased packaged low-calorie
foods or have failed to buy exercise equipment for use in their
home may be a much tougher sell for those products than consumers
who have purchased those products in the past.
It is also important to realize that, when you seek to grow the
market, you are doing so not only for yourself but for your competitors.
It is doubly tough to attract new users to the marketplace while
at the same time convincing them that they should purchase your
products instead of those of your competitors.
Take Apple and the iPod. Apple has been phenomenally successful
in creating the market for digital music. While Apple will undoubtedly
pay attention to protecting its position, it won't be a walk in
the park. The same is true for any marketer who seeks to create
a new or bigger market.
| Robert
J. Kaden. Guerrilla Marketing Research, Marketing Research
Techniques That Can Help Any Business Make More Money. London
and Philadelphia: Kogan Page, 2006. 41. |
|
The
SBANC Newsletter is provided as a service to the members of our
affiliates: Academy of Collegiate Marketing Educators (ACME), Association
for Small Business & Entrepreneurship (ASBE), Federation of
Business Disciplines (FBD), International Council for Small Business
(ICSB), Institute for Supply Management (ISM), The International
Small Business Congress (ISBC), Marketing Management Association
(MMA), Small Business Administration (SBA), Service Corps of Retired
Executives (SCORE), Small Business Institute (SBI), Society for
Marketing Advances (SMA), United States Association for Small Business & Entrepreneurship
(USASBE), U.S. Department of Veterans Affairs (VA).. If you are
interested in membership or would like further information on one
of our affiliates, please see our web site at http://www.sbaer.uca.edu
SBANC STAFF
Main Office Phone: (501) 450-5300
Dr.
Don B. Bradley III, Executive Director of SBANC & Professor
of Marketing;
Direct Phone: (501) 450-5345
Brandon
Tabor, Development Intern
Tyler
Farrar, Development Intern
Garion
McCoy, Development Intern
To subscribe or unsubscribe to the
SBANC Newsletter, please E-mail SBANC at sbanc@uca.edu
|
|
