An analysis of strategic marketing practices of high-growth U.S. Family firms

This paper presents an analysis of strategic marketing factors of Fast Growth family firms from the United States. Data reveal that Fast Growth Family Firms (FGFFs) prefer a differentiation strategy in general and are more likely to adopt an early follower strategy when marketing new products or ser...

Descripción completa

Guardado en:
Detalles Bibliográficos
Autores principales: Elizabeth Tend, Samuel Seaman, Nancy Upton
Formato: Artículo científico
Publicado: Centro de Investigaciones Comerciales e Iniciativas Académicas 2004
Materias:
Administración y Contabilidad
Family Firms
Strategic Marketing
Financial Performance
International Market
Contingency Analysis
Acceso en línea:http://www.redalyc.org/articulo.oa?id=63190102
http://biblioteca.clacso.edu.ar/gsdl/cgi-bin/library.cgi?a=d&c=pr/pr-004&d=63190102oai
Aporte de:
Red de Bibliotecas Virtuales de Ciencias Sociales (CLACSO) de Consejo Latinoamericano de Ciencias Sociales
id I16-R122-63190102oai
record_format dspace
institution Consejo Latinoamericano de Ciencias Sociales
institution_str I-16
repository_str R-122
collection Red de Bibliotecas Virtuales de Ciencias Sociales (CLACSO)
topic Administración y Contabilidad
Family Firms
Strategic Marketing
Financial Performance
International Market
Contingency Analysis
spellingShingle Administración y Contabilidad
Family Firms
Strategic Marketing
Financial Performance
International Market
Contingency Analysis
Elizabeth Tend
Samuel Seaman
Nancy Upton
An analysis of strategic marketing practices of high-growth U.S. Family firms
topic_facet Administración y Contabilidad
Family Firms
Strategic Marketing
Financial Performance
International Market
Contingency Analysis
description This paper presents an analysis of strategic marketing factors of Fast Growth family firms from the United States. Data reveal that Fast Growth Family Firms (FGFFs) prefer a differentiation strategy in general and are more likely to adopt an early follower strategy when marketing new products or services. We found that rely on existing products, those that are older than three years to a great extent. However, they commit almost a third of sales to new products and services revealing that the businesses are adept at finding subsequent products and services to maintain their momentum in the marketplace. Further, it seems that about a third of new products are sustaining the hyper-growth rate of these firms. In addition to finding new products and services, fast growth family businesses must pursue new customers. Although some researchers have pointed to globalization as the impetus for fast growth, others have noted that family firms avoid the global marketplace. Our sample reveals that U.S. FGFFs are most likely to gain the majority of sales within the U.S. We found international sales significantly correlated with several factors including having an outsider on the board of directors and the use of agents and brokers.
format Artículo científico
Artículo científico
author Elizabeth Tend
Samuel Seaman
Nancy Upton
author_facet Elizabeth Tend
Samuel Seaman
Nancy Upton
author_sort Elizabeth Tend
title An analysis of strategic marketing practices of high-growth U.S. Family firms
title_short An analysis of strategic marketing practices of high-growth U.S. Family firms
title_full An analysis of strategic marketing practices of high-growth U.S. Family firms
title_fullStr An analysis of strategic marketing practices of high-growth U.S. Family firms
title_full_unstemmed An analysis of strategic marketing practices of high-growth U.S. Family firms
title_sort analysis of strategic marketing practices of high-growth u.s. family firms
publisher Centro de Investigaciones Comerciales e Iniciativas Académicas
publishDate 2004
url http://www.redalyc.org/articulo.oa?id=63190102
http://biblioteca.clacso.edu.ar/gsdl/cgi-bin/library.cgi?a=d&c=pr/pr-004&d=63190102oai
work_keys_str_mv AT elizabethtend ananalysisofstrategicmarketingpracticesofhighgrowthusfamilyfirms
AT samuelseaman ananalysisofstrategicmarketingpracticesofhighgrowthusfamilyfirms
AT nancyupton ananalysisofstrategicmarketingpracticesofhighgrowthusfamilyfirms
AT elizabethtend analysisofstrategicmarketingpracticesofhighgrowthusfamilyfirms
AT samuelseaman analysisofstrategicmarketingpracticesofhighgrowthusfamilyfirms
AT nancyupton analysisofstrategicmarketingpracticesofhighgrowthusfamilyfirms
bdutipo_str Repositorios
_version_ 1764820425658859521

Ejemplares similares