{"id":"https://openalex.org/W68022663","doi":null,"title":"Paths to Profitability in Owner-Operated Firms: The Role of Entrepreneurial Marketing","display_name":"Paths to Profitability in Owner-Operated Firms: The Role of Entrepreneurial Marketing","publication_year":2006,"publication_date":"2006-03-01","ids":{"openalex":"https://openalex.org/W68022663","mag":"68022663"},"language":"en","primary_location":{"id":"mag:68022663","doi":null,"is_oa":false,"landing_page_url":"https://www.questia.com/library/journal/1P3-1267077971/paths-to-profitability-in-owner-operated-firms-the","pdf_url":null,"source":{"id":"https://openalex.org/S2764482395","display_name":"Journal of business & entrepreneurship","issn_l":"1042-6337","issn":["1042-6337"],"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":["poland-20"],"host_organization":"https://openalex.org/P4310316490","host_organization_name":"University of South Florida St. Petersburg","host_organization_lineage":["https://openalex.org/P4310316490"],"host_organization_lineage_names":["University of South Florida St. Petersburg"],"type":"journal"},"license":null,"license_id":null,"version":null,"is_accepted":false,"is_published":false,"raw_source_name":"Journal of business & entrepreneurship","raw_type":null},"volume":null,"type":"article","indexed_in":[],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5015327448","display_name":"Richard C. Becherer","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Richard C. Becherer","raw_affiliation_strings":[],"raw_orcid":null,"affiliations":[]},{"author_position":"middle","author":{"id":"https://openalex.org/A5020968656","display_name":"Paula J. Haynes","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Paula J. Haynes","raw_affiliation_strings":[],"raw_orcid":null,"affiliations":[]},{"author_position":"last","author":{"id":"https://openalex.org/A5016508150","display_name":"Linda Pickthorne Fletcher","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Linda Pickthorne Fletcher","raw_affiliation_strings":[],"raw_orcid":null,"affiliations":[]}],"institutions":[],"countries_distinct_count":0,"institutions_distinct_count":0,"corresponding_author_ids":[],"corresponding_institution_ids":[],"apc_list":null,"apc_paid":null,"fwci":0.0,"has_fulltext":false,"cited_by_count":25,"citation_normalized_percentile":{"value":0.01229187,"is_in_top_1_percent":false,"is_in_top_10_percent":false},"cited_by_percentile_year":{"min":89,"max":97},"biblio":{"volume":"18","issue":"1","first_page":"17","last_page":null},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T10058","display_name":"Entrepreneurship Studies and Influences","score":0.8672000169754028,"subfield":{"id":"https://openalex.org/subfields/1405","display_name":"Management of Technology and Innovation"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T10058","display_name":"Entrepreneurship Studies and Influences","score":0.8672000169754028,"subfield":{"id":"https://openalex.org/subfields/1405","display_name":"Management of Technology and Innovation"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T13151","display_name":"Business Strategies and Innovation","score":0.06840000301599503,"subfield":{"id":"https://openalex.org/subfields/1408","display_name":"Strategy and Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T12851","display_name":"Firm Innovation and Growth","score":0.019200000911951065,"subfield":{"id":"https://openalex.org/subfields/2002","display_name":"Economics and Econometrics"},"field":{"id":"https://openalex.org/fields/20","display_name":"Economics, Econometrics and Finance"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/small-and-medium-sized-enterprises","display_name":"small and medium-sized enterprises","score":0.9369999766349792},{"id":"https://openalex.org/keywords/entrepreneurial-marketing","display_name":"entrepreneurial marketing","score":0.9950000047683716},{"id":"https://openalex.org/keywords/industry-differences","display_name":"industry differences","score":0.36899998784065247},{"id":"https://openalex.org/keywords/business-survival","display_name":"business survival","score":0.4699999988079071},{"id":"https://openalex.org/keywords/business-adaptability","display_name":"business adaptability","score":0.4269999861717224},{"id":"https://openalex.org/keywords/new-product-innovation","display_name":"new product innovation","score":0.4429999887943268},{"id":"https://openalex.org/keywords/market-targeting","display_name":"market targeting","score":0.765999972820282},{"id":"https://openalex.org/keywords/corporate-restructuring","display_name":"corporate restructuring","score":0.5360000133514404},{"id":"https://openalex.org/keywords/business-process-reengineering","display_name":"business process reengineering","score":0.32499998807907104},{"id":"https://openalex.org/keywords/market-opportunities","display_name":"market opportunities","score":0.42500001192092896},{"id":"https://openalex.org/keywords/firm-age","display_name":"firm age","score":0.3190000057220459},{"id":"https://openalex.org/keywords/business-growth","display_name":"business growth","score":0.4320000112056732}],"concepts":[{"id":"https://openalex.org/C129361004","wikidata":"https://www.wikidata.org/wiki/Q2470236","display_name":"Profitability index","level":2,"score":0.9687302708625793},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.6896845102310181},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.6065207719802856},{"id":"https://openalex.org/C40700","wikidata":"https://www.wikidata.org/wiki/Q1411783","display_name":"Industrial organization","level":1,"score":0.4626840651035309},{"id":"https://openalex.org/C84309077","wikidata":"https://www.wikidata.org/wiki/Q3908516","display_name":"Entrepreneurship","level":2,"score":0.4311813712120056},{"id":"https://openalex.org/C10138342","wikidata":"https://www.wikidata.org/wiki/Q43015","display_name":"Finance","level":1,"score":0.24716225266456604}],"mesh":[],"locations_count":1,"locations":[{"id":"mag:68022663","doi":null,"is_oa":false,"landing_page_url":"https://www.questia.com/library/journal/1P3-1267077971/paths-to-profitability-in-owner-operated-firms-the","pdf_url":null,"source":{"id":"https://openalex.org/S2764482395","display_name":"Journal of business & entrepreneurship","issn_l":"1042-6337","issn":["1042-6337"],"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":["poland-20"],"host_organization":"https://openalex.org/P4310316490","host_organization_name":"University of South Florida St. Petersburg","host_organization_lineage":["https://openalex.org/P4310316490"],"host_organization_lineage_names":["University of South Florida St. Petersburg"],"type":"journal"},"license":null,"license_id":null,"version":null,"is_accepted":false,"is_published":false,"raw_source_name":"Journal of business & entrepreneurship","raw_type":null}],"best_oa_location":null,"sustainable_development_goals":[{"display_name":"Decent work and economic growth","score":0.9211000204086304,"id":"https://metadata.un.org/sdg/8"}],"sustainable_development_goals_aurora":[{"display_name":"Decent work and economic growth","score":0.4699999988079071,"id":"https://metadata.un.org/sdg/8"}],"study_designs":[],"awards":[],"funders":[],"has_content":{"pdf":false,"grobid_xml":false},"content_urls":null,"referenced_works_count":0,"referenced_works":[],"related_works":["https://openalex.org/W261331808","https://openalex.org/W7139208898","https://openalex.org/W3022641351","https://openalex.org/W2186949870","https://openalex.org/W11082356","https://openalex.org/W2899363945","https://openalex.org/W2140381792","https://openalex.org/W2986920509","https://openalex.org/W204183191","https://openalex.org/W4385838915"],"abstract_inverted_index":{"ABSTRACT":[0],"This":[1,139],"study":[2,140],"examines":[3,141],"the":[4,32,45,74,125,142,155,182,212,225,242,279,281,309,321,324,327,350,415,417,428,432,447,452,457,468,475,488,497,550,562],"diverse":[5],"strategies":[6,19,24,40,165],"small":[7,93],"to":[8,13,52,106,124,137,144,161,170,207,214,218,224,255,276,364,397,427,484,518,570,586],"medium-sized":[9],"enterprises":[10],"(SMEs)":[11],"employ":[12,51],"seek":[14],"profitability.":[15,138],"Three":[16],"distinct":[17],"profitability":[18,77,101,145,164,215,421],"are":[20,25,41,134,205,263,278,424],"identified,":[21],"and":[22,37,102,222,249,266,288,315,336,395,420,443,454,473,486,565,583],"these":[23,64,90],"compared":[26],"across":[27],"firms":[28,50,92,217,355,377],"in":[29,82,89,172,284,522,568],"terms":[30],"of":[31,35,115,121,150,157,193,311,329,382,388,393,439,446,456,470,499,542],"geographical":[33],"scope":[34],"operations":[36,194],"industry.":[38],"Profitability":[39,171],"also":[42,361],"correlated":[43],"with":[44,112,177,300,320,344,373,384,501,535],"entrepreneurial":[46,158,238,268,533],"marketing":[47,159],"dimensions":[48],"that":[49,251,286,356,493,559,589],"implement":[53],"them.":[54],"INTRODUCTION":[55],"Growth,":[56],"profitability,":[57,185],"cash":[58],"flow":[59],"for":[60,72,76],"short-term":[61],"survival-while":[62],"all":[63],"may":[65,78,332,378,516,527],"at":[66],"times":[67],"be":[68,79,167,333,365,519,529],"critical":[69],"performance":[70],"goals":[71],"organizations,":[73,88],"drive":[75],"most":[80,126],"important":[81],"smaller":[83,91],"owner-operated":[84,151],"firms.":[85,152],"Unlike":[86],"larger":[87],"strategic":[94],"changes":[95],"can":[96,573],"have":[97,360],"enormous":[98],"impact":[99],"on":[100,211,481],"survival.":[103],"The":[104,247,441],"struggle":[105],"survive":[107],"often":[108,240,503,554],"overwhelms":[109],"SME":[110,183,203,282],"ventures,":[111],"1":[113],"out":[114,120],"every":[116],"10":[117],"companies":[118],"going":[119],"business":[122,318],"according":[123],"recent":[127],"U.S.":[128],"Census":[129],"Bureau":[130],"data.":[131],"Moreover,":[132],"there":[133],"many":[135],"paths":[136,143],"reported":[146],"by":[147,338],"a":[148,178,253,256,297,301,312,316,341,380,523,530],"survey":[149],"In":[153,414],"addition,":[154],"use":[156],"actions":[160,204,445],"support":[162],"differing":[163],"will":[166,490],"examined.":[168],"Paths":[169],"SMEs":[173,339,553],"All":[174],"journeys":[175],"begin":[176],"first":[179,200],"step.":[180],"For":[181],"seeking":[184,340],"this":[186,199],"step":[187],"must":[188],"involve":[189],"defining":[190],"its":[191],"arena":[192],"or":[195,392],"competitive":[418],"game.":[197],"Beyond":[198],"step,":[201],"however,":[202],"likely":[206],"diverge,":[208],"since":[209],"staying":[210],"path":[213,262,287,381,422,563],"requires":[216],"adapt":[219],"their":[220,235,358,543],"capabilities":[221],"practices":[223],"particular":[226],"game":[419],"selected":[229,423,551],"(Miller":[230,459],"&":[231,272,369,401,407,411,460,464,512,546,594,598,602],"Floricel,":[232],"2004).":[233],"By":[234],"very":[236],"nature,":[237],"ventures":[239],"leave":[241],"usually":[243],"crowded,":[244],"beaten":[245],"path.":[246],"motivations":[248],"decisions":[250],"direct":[252],"firm":[254,433,448,489],"different":[257],"yet":[258],"particularly":[259],"well":[260],"suited":[261],"proactive":[264],"adaptations":[265,280,295],"fundamental":[267],"behavior":[269,521],"(Dess,":[270],"Lumpkin,":[271],"Covin,":[273],"1997).":[274],"Essential":[275],"success":[277,306],"employs":[283],"selecting":[285],"determining":[289,326],"how":[290,487],"it":[291],"is":[292],"traveled.":[293],"Such":[294],"create":[296],"better":[298],"fit":[322,345],"dynamic,":[302],"challenging":[303],"environment.":[304],"Entrepreneurial":[305],"results":[307],"from":[308,349,581],"union":[310],"market":[313,375],"opportunity":[314,483,505,578],"well-crafted":[317],"concept,":[319],"between":[323],"two":[325],"degree":[328],"success.":[330],"There":[331],"false":[334],"starts":[335],"missteps":[337],"successful":[342],"path,":[343,552],"not":[346],"always":[347],"present":[348],"beginning.":[351],"However,":[352],"more":[353,366],"adaptive":[354],"redirect":[357],"steps":[359],"been":[362],"found":[363],"profitable":[367],"(Schindehutte":[368],"Morris,":[370,599],"2001).":[371],"Faced":[372],"changing":[374],"conditions,":[376],"select":[379],"innovating":[383],"new":[385,390,525],"product/service":[386],"mixes,":[387],"targeting":[389],"markets,":[391],"restructuring":[394],"reengineering":[396],"maintain":[398],"profits":[399],"(Mullins":[400,545],"Forlani,":[402,547],"2005;":[403],"Dickson,":[404],"1992,":[405],"Carpentar":[406],"Nakamoto,":[408],"1989;":[409],"Hammer":[410],"Champy,":[412],"1993).":[413],"SME,":[416],"closely":[425],"linked":[426],"owner/operator":[429,458],"who":[430],"influences":[431],"directly,":[434],"rather":[435],"than":[436],"through":[437],"layers":[438],"management.":[440],"culture":[442],"consequent":[444],"greatly":[449],"depend":[450],"upon":[451],"attitudes":[453,472],"perceptions":[455],"Friesen,":[461],"1982;":[462],"Carson":[463],"Gilmore,":[465,595],"2000).":[466],"From":[467],"framework":[469],"those":[471],"perceptions,":[474],"entrepreneur":[476],"shapes":[477],"key":[478],"adaptations,":[479],"deciding":[480],"what":[482],"pursue":[485],"go":[491],"about":[492],"pursuit.":[494],"Perceptions":[495],"influence":[496],"choice":[498],"opportunity,":[500],"entrepreneurs":[502,536],"seeing":[504],"where":[506],"others":[507],"see":[508],"little":[509],"potential":[510],"(Palich":[511],"Bagby,":[513],"1995).":[514],"What":[515],"appear":[517],"risk-seeking":[520],"high-risk":[524],"venture":[526],"actually":[528],"carefully":[531],"calculated":[532],"choice,":[534],"viewing":[537],"risk":[538],"taking":[539],"as":[540],"part":[541],"job":[544],"2005).":[548,604],"On":[549],"encounter":[555],"resource":[556,571],"constraints,":[557],"challenges":[558],"might":[560],"render":[561],"treacherous":[564],"untenable.":[566],"Adaptations":[567],"response":[569],"constraints":[572],"become":[574],"instead":[575],"an":[576],"additional":[577],"source,":[579],"whether":[580],"fast":[582],"flexible":[584],"processes":[585],"innovative":[587],"partnerships":[588],"leverage":[590],"available":[591],"resources":[592],"(Carson":[593],"2000;":[596],"Schindehutte":[597],"2001;":[600],"Wiklund":[601],"Shepherd,":[603],"\u2026":[605]},"counts_by_year":[{"year":2024,"cited_by_count":1},{"year":2023,"cited_by_count":2},{"year":2022,"cited_by_count":2},{"year":2021,"cited_by_count":4},{"year":2020,"cited_by_count":3},{"year":2019,"cited_by_count":1},{"year":2018,"cited_by_count":3},{"year":2017,"cited_by_count":3},{"year":2015,"cited_by_count":1},{"year":2014,"cited_by_count":1},{"year":2013,"cited_by_count":1},{"year":2012,"cited_by_count":3}],"updated_date":"2025-10-10T17:16:08.811792","created_date":"2016-06-24T00:00:00"}