Action! Moving beyond the intendedly-rational logics of entrepreneurship

Entrepreneurial action is central to entrepreneurship theory, and is broadly seen to arise as a consequence of intendedly rational logics (whether causal or effectual), reflecting reasoned judgment. But, is this always the case? While entrepreneurial action may often be the result of a judgmental decision (between alternative courses of action/inaction), the presumption that reasoned judgment encompasses all the motives, modes and mechanisms leading to entrepreneurial outcomes seems dubious. Building on an emerging literature that seeks to address the boundaries of reasoned entrepreneurial action, we develop the notion that non-deliberative impulse-driven behavioral logics can also be the basis for business venturing. Our framework offers a complementary perspective to the intendedly-rational, deliberate logics perspective, opening novel pathways for future research and theory-building.     

Empiricism in business ethics: Suggested research directions

This paper considers future directions of empirical research in business ethics and presents a series of recommendations. Greater emphasis should be placed on the normative basis of empirical studies, behavior (rather than attitudes) should be established as the key dependent variable, theoretical models of ethical decision making should be tested, and empirical studies need to focus on theory-building. Extensions of methodology and the unit of analysis are proposed together with recommendations concerning the need for replication and validity, and building links to managerial and public policy applications.Diana C. Robertson is Robert Egelston Term Assistant Professor of Legal Studies at The Wharton School, University of Pennsylvania. While working on this paper, Dr. Robertson was a Visiting Assistant Professor at The London Business School. Her research interests include individuals' decision-making processes about ethical issues and the impact of corporate compensation and control systems on employees' ethical behavior. Dr. Robertson has published articles in theSloan Management Review, Journal of Business Ethics, andOrganization Science.     

Elements of strategic social media marketing: A holistic framework

Social media marketing is an integral element of 21st-century business. However, the literature on social media marketing remains fragmented and is focused on isolated issues, such as tactics for effective communication. The current research applies a qualitative, theory-building approach to develop a strategic framework that articulates four generic dimensions of strategic social media marketing. Social media marketing scope represents a range from defenders to explorers, social media marketing culture includes the poles of conservatism and modernism, social media marketing structures fall between hierarchies and networks, and social media marketing governance ranges from autocracy to anarchy. By providing a comprehensive conceptualization and definition of strategic social media marketing, this research proposes an integrative framework that expands beyond extant marketing theory. Furthermore, managers can apply the framework to position their organizations on these four dimensions in a manner consistent with their overall corporate mission and objectives.     

Envisioning the Future of Advertising Creativity Research: Alternative Perspectives

To provide a future vision of alternative viewpoints moving forward in creativity research, four different perspectives are offered. The first perspective, "Wildfire 2008: Creativity with a Human Touch," offers surprising humanistic and individualistic practitioner insights from breakthrough campaigns. The second viewpoint, "Creative and Effective Advertising: Balancing Spontaneity and Discipline," emphasizes the role of discipline in developing creative advertising that is effective while still being spontaneous. The third perspective, "Defining the Necessary Components of Creative, Effective Ads," provides a functional model of how creativity works in ads. In the last viewpoint, "The Concept of ‘Imaginative Intensity’ in Advertising," an imaginative intensity concept is offered for future research consideration as the role of the consumer, agency, and clients change.     

Does size matter? The state of the art in small business ethics

In this paper the exclusive focus on large firms in the field of business ethics is challenged. Some of the idiosyncrasies of small firms are explained, and links are made between these and potential ethical issues. A review of the existing literature on ethics in small firms demonstrates the lack of appropriate research, so that to date we can draw no firm conclusions in relation to ethics in the small firm. Recommendations are made as to the way forward for small firm business ethics research. Questions for investigation are suggested using micro, meso and macro perspectives. Much exploratory work needs to be done to lay the groundwork for this important area of social and commercial research in the future.     

Investigating the formation of service supply chains

Existing research on service supply chains assumes the existence of an established and mature chain. Empirical or conceptual insights into service supply chain formation are therefore limited. The initial formation of a service supply chain, however, is suspected to determine its future performance. It is therefore of significant academic and managerial value to understand how and why service supply chains are formed, and how this process is coordinated. Drawing on an exploratory case study set in the management consulting industry, the inductive theory-building process underlying this study culminates in propositions and a conceptual model that provides a distinct understanding of service supply chain formation and the coordination mechanisms utilized within each stage. This study contributes to the service science, service supply chains, and service sourcing literatures; outlines managerial implications; and proposes future research directions.     

Why Code of Conduct Violations go Unreported: A Conceptual Framework to Guide Intervention and Future Research

The ability to enforce the provisions of a code of conduct influences whether the code is effective in shaping behavior. Enforcement relies in part on the willingness of organization members to report violations of the code, but research from the business and educational environment suggests that fewer than half of those who observe code violations follow their organizations procedures for reporting them. Based on a review of the literature in the business and educational environments, and a survey of 3605 students at a mid-sized comprehensive university, this paper attempts to make conceptual sense of the non-reporting phenomenon. We present a conceptual framework based on four distinct factors which we have labeled: (1) factual non-responsibility; (2) moral non-responsibility; (3) consequential exoneration; and, (4) functional exoneration. Each of these factors suggest a different remedial strategy as well as provide a theoretical foundation for future research. Testable propositions for future research are developed, and some implications for organization leaders are discussed.     

Towards an Understanding of Ethical Behaviour in Small Firms

Allthough small business accounts for over 90% of businesses in U.K. and indeed elsewhere, they remain the largely uncharted area of ethics. There has not been any research based on the perspective of small business owners, to define what echical delemmas they face and how, if at all, they resolve them. This paper explores ethics from the perspective of small business owner, using focus groups and reports on four clearly identifiable themes of ethical delemmas; entrepreneurial activity itself, conflicts of personal values with business needs, social responsibility and the impact of owners' personality on business ethics. The mechanisms for resolving ethical dilemmas is not at all clear, as there appears to be a web of filters which are used in an inter-connected way. However a common starting point for resolving an ethical delemma which involves others is based on identifying who it is (e.g., a friend or institution) and the quality of the relationship with that person. The research yielded a rich source of material on business ethics and it is clear that future researchers must focus on this sector if business ethics is to make significant advances.     

Ethnomethodology and the production of history: studying ‘history-in-action’

According to Lynch, in his article Ethnomethodology and History, ethnomethodology offers a rich and valuable resource for studying the in situ production of history. In this article, we seek to lay out a research agenda for a ‘new business history’ that uses ethnomethodology to study ‘history-in-action’. Our aim is to show how an ethnomethodological history can be used to study the practical work of those tasked with ‘making history’. We discuss the value of ethnomethodology for core business history methods, including the production and use of historical archives and written records, the treatment of witness memories, (auto)-biographies and testimonies, and the production of official versions of past events from diverse historical sources of evidence. We conclude by outlining the potential of ethnomethodology as a distinct paradigm of enquiry, which marks it out from conventional social scientific approaches to the relationship between empirical evidence and theory-building, by discussing: (1) the value of studying the practical reasoning procedures used for generating and interpreting historical evidence; and (2) the value of opening up new forms of reflective practice for practitioners within the field.     

Marketplace spirituality: challenges for the New Age retailer

The consumers of New Age spirituality products have been said to be involved in a form of ‘pick and mix’ religion or to be browsing in a ‘spiritual supermarket’ which emphasises borrowing from a wide variety of cultures. The paper details the different physical and virtual channels through which consumers may access goods and services. Retailers who serve this market are typically independent traders and face many of the challenges that are characteristic of the small business sector. The term ‘New Age' is identified as applying to a broad range of retailers who attempt to occupy different market positions. The research however identifies considerable product overlap between these retailers and suggests that the market displays limited differentiation. As this paper is an exploratory study, it finally sets out a series of research themes for future work.     

Environmental Impact Assessments from a Business Perspective: Extending Knowledge and Guiding Business Practice

Economic growth and development remain embedded in the very core of our current international economic system and the so called “material economy”. However, depleting natural resources and environmental degradation, which now threaten the well-being of future generations, has challenged this premise, and placed sustainable development as a necessary objective of business activity and expansion. Environmental impact assessments (EIAs) have emerged as a key tool for governments, businesses, and NGOs to manage the negative impact of their activities on the environment. Businesses in particular play a key role in averting or mitigating current environmental trends given that the economic growth they have stimulated has serious consequences for both the environment and social well-being. However, research on the use of EIAs has been conducted mostly from a governmental perspective producing a clear gap between research development and business (corporate) practice. To bridge this gap in knowledge, we develop a new EIA process tailored to real world business constraints and provide a range of propositions which we hope will stimulate future research efforts toward understanding and guiding how businesses integrate environmental issues into their decision-making processes.     

Business accomplishments,gender and entrepreneurial self-image

Drawing on Bem's psychological theory of self-perception, this paper presents and tests a model that examines the impact of business accomplishments and gender on entrepreneurial self-image and explores the definition of entrepreneurship according to Vesper's entrepreneurial typology. Regression techniques are used to identify those business accomplishments that university alumni associate with self-perceptions of entrepreneurship. Experience as a small business person (founding, running, and/or owning a small business) most clearly predicts entrepreneurial self-image. Results also support predictions of both direct and indirect effects of gender as well as direct effects of education and business degree. Results of a separate expert panel study are used to rank business accomplishments according to degree of entrepreneurship. Results of both studies reveal stark contrasts in the implied definition of entrepreneurship between entrepreneurship experts (academic and practitioner alike) and the general business community (as represented by the alumni). This raises questions about the meaning of the term “entrepreneurship”, what the word “entrepreneur”, in particular, conveys to the general public, and the implications for practice and future research.     

Perceptions of Small Businesses Toward Professional Marketing Research Services

In spite of small businesses comprising about 97 per- cent of the business firms in the United States and perhaps being less qualified to carry out research projects themselves, professional marketing research organizations tend to concentrate their efforts on solicitin business from large firms. The present study surveyed 320 small usinesses in one SMSA to determme their level of confidence in various sup liers of marketing research services, their future re- search needs, the degree of confidence they have in their own research capability, and their preference for outside assistance. Results from the study provide information that should be useful to marketing re- search organizations wishing to penetrate this extensive small busi- ness market.     

The Worldwide Academic Field of Business Ethics: Scholars’ Perceptions of the Most Important Issues

We conducted an international survey of 211 scholars with expertise in business ethics. Each respondent was asked to identify the three most important issues that business ethics academia will face in the coming decade. Using content analytic procedures, responses were categorized and analyzed for commonalities. The results suggest that the most important issues facing business ethics academia in the future will be the following: (1) issues relating to business ethics education such as curriculum, pedagogy, faculty, and accreditation (2) the credibility of the business ethics field, (3) environmental issues, (4) issues relating to business ethics research such as research tools and quality of business ethics research (5) the decline of ethical behavior in society and organizations, (6) corporate social responsibility (CSR), (7) globalization, and (8) the institutionalization of ethics into business. We maintain that these issues have important teaching and research implications for the future sustainability of the business ethics discipline.     

The Myth of the Salesperson: Intended and Unintended Consequences of Product-Specific Sales Incentives

Product-specific sales incentives (PSIs), or "spiffs," have instigated conflict in business and sales for more than fifty years. PSIs are exactly what they sound like: incentives offered by manufacturers to salespeople to encourage them to promote certain products above those of competitors. PSIs have provoked considerable controversy. They are sometimes likened to "bribes," in that their purpose is to motivate salespeople to offer advice that might contradict what they would otherwise recommend. If a salesperson's job is to sell an array of products, how is it equitable for him or her to receive additional compensation for selling certain products above others? In addition, how are we to justify the bias that the presence of PSIs introduces into the selling process. There is concern that this causes negative consequences for stakeholders, including manufacturers, retailers, salespeople, and, of course, customers. How does this affect the competitive process?The research conducted explores the reaction to PSIs by people of different ages. It reveals a correlation between age, education, and reaction to PSIs. The findings correspond with the Josephson Institute of Ethics report, which found that younger adults tend to exhibit higher tolerance for unethical behavior. Examination of PSIs, like other sales incentives, reveals intentional and unintentional consequences to a wide array of stakeholders. The research indicates that there is value inherent in considering both the propriety and manner of implementation of sales incentives, such as PSIs.     

Integrative Social Contracts Theory: Hype over Hypernorms

Applying social contract theory to business ethics is a relatively new idea, and perhaps nobody has pursued this direction better than Thomas Donaldson and Thomas W. Dunfee. Their "Integrative Social Contracts Theory" manages to combine culturally sensitive decision making capacities with trans-cultural norms by setting up a layered system of social contracts. Lurking behind their work is a concern with the problems of relativism. They hope to alleviate these problems by introducing three concepts important to the ISCT: "authentic norms," which clarify culturally specific norms, "priority rules," which determine the rules of engagement when authentic norms clash, and "hypernorms," which measure the value of authentic norms against a thin set of universally upheld values. This paper traces the genealogy of these hypernorms and challenges their value for the ISCT. It argues that well-conceived priority rules can do everything hypernorms can, and can do so more simply.     

Planning Behavior Variables in Small Firms

Much of the empirical data that identifies the incidence of planning in small firms and the variables associated with that planning is based on small samples subject to geographic and industry constraints. The intent of this article is to partially overcome those limitations by testing relationships using results from a large Australian-wide, multiple-period sample. For each of three years, the frequency with which firms maintained documented business plans was determined and tested for associations with a range of traditional "business structure" demographic variables and a group of "management structure" variables. Results support expectations that size, volume, training, intention to change operations, and the major decision-maker's education are positively associated with business planning. Results also indicate that a significant number of firms change planning behavior states over time.     

Financial bootstrapping in small businesses: Examining small business managers' resource acquisition behaviors

In recent years, small businesses have received much attention from policy makers and researchers, in that these businesses are considered important for economic growth and job creation. At the same time small businesses are assumed to face major problems in securing long-term external finance, which is regarded as restraining their development and growth. Small business managers are assumed to use institutional finance as a means of meeting the need for resources, and as a consequence the major part of the research on small business finance has focused on constraints in the supply of institutional (market) finance.As we see it, most small business managers handle the need for resources using means other than external finance by applying different kinds of financial bootstrapping methods. Financial bootstrapping refers to the use of methods for meeting the need for resources without relying on long-term external finance from debt holders and/or new owners. However, these other means of resource acquisition have, with few exceptions, not been focused on within earlier research on small business finance. Against this background, the purpose of this study is to describe small business managers' use of different financial bootstrapping methods, and, more importantly, to develop concepts that can help us better understand small business managers' financial bootstrapping behaviors.The research process was initiated with a number of unstructured interviews conducted with small business managers, accountants, consultants, bank officials, and researchers, in order to identify different financial bootstrapping possibilities. On the basis of the interviews and an earlier study on financial bootstrapping, resulting in the identification of 32 bootstrapping methods, a questionnaire was constructed and sent to 900 small business managers in Sweden. Given the limited knowledge within the area of financial bootstrapping, the study is based on explorative factor analysis and cluster analysis.From the cluster analysis six clusters of bootstrappers were identified, differing from each other with respect to the bootstrapping methods used and the characteristics of the business. On the basis of this information the different clusters were labeled: (1) delaying bootstrappers; (2) relationship-oriented bootstrappers; (3) subsidy-oriented bootstrappers; (4) minimizing bootstrappers; (5) non-bootstrappers; and (6) private owner-financed bootstrappers. The groups of financial bootstrappers show differences in their orientation toward resource acquisition, representing different aspects of an internal mode of resource acquisition, a social mode of resource acquisition, and a quasi-market mode of resource acquisition. We find that the delaying bootstrappers, private owner-financed bootstrappers, and minimizing bootstrappers all represent an internal mode of resource acquisition. The relationship-oriented bootstrappers follow a socially oriented mode of resource acquisition, whereas the subsidy-oriented bootstrappers apply quasi-market oriented resource acquisition.This study contributes to our empirical understanding by providing knowledge about the financial bootstrapping methods used in small businesses. Furthermore, by developing concepts this study contributes to the conceptual development of our knowledge about financial bootstrapping. The implication of this study is that financial bootstrapping is a phenomenon which deserves more attention in future research on small business finance. At the same time, financial bootstrapping behavior is probably a more general phenomenon, appearing in different contexts, such as R&D activities in large businesses, financing start-ups, etc. Finally, the study points out implications for small business managers, consultants, teachers, etc. Practitioners often tend to focus on market solutions to resource needs. This study shows, however, that this strong focus can be questioned. Resources needed in small businesses can in many situations be secured using financial bootstrapping methods, referring to internally oriented and socially oriented resource acquisition strategies.     

High-Growth Entrepreneurship in Mexico

Research from the United States finds a small percentage of firms are responsible for the great majority of net new job creation. We now have a fairly precise set of stylized facts regarding the characteristics of these high-growth firms (HGFs). However, we have little understanding of HGFs in Latin America. To address this gap, we explore the characteristics of HGFs in Mexico selected by Endeavor, a global business accelerator. We find Mexican HGFs are present in a wide range of industries, including information technology and consumer segments. Several are pursuing strategies targeting base of the pyramid consumers and/or expanding internationally. We conclude with suggestions for future research and policy implications.