Making planning work: insights from business development

Q3 Economics, Econometrics and Finance

International Journal of Entrepreneurship and Innovation Management Pub Date : 2018-02-09 DOI:10.1504/ijeim.2018.10010680

H. Sørensen

引用次数: 0

Abstract

Planning for a growth opportunity's success remains a challenge. Under which conditions does planning work, then? This exploratory study investigates the business development tasks and processes that span a growth opportunity's planning phase and its implementation phase and their unique performance implications. On the basis of 73 CEO responses from growth SMEs, the results show that business development increases firm performance and that the effectiveness of business planning depends on business development. Business developer support is found to positively influence firm performance per se. Business development is presented as an important organisational capability to pursue growth opportunities and subsequently theoretically anchored in the resource-based view of the firm. Implications for managers and for future business development research are discussed.

查看原文本刊更多论文

制定计划工作:来自业务发展的见解

为增长机会的成功做好规划仍然是一项挑战。那么，计划在什么条件下起作用呢?本探索性研究考察了跨越增长机会的规划阶段和实现阶段的业务开发任务和流程，以及它们独特的绩效含义。基于73位成长型中小企业CEO的反馈，结果表明，业务发展提高了企业绩效，业务规划的有效性取决于业务发展。业务开发人员的支持对公司绩效本身有积极影响。业务发展被认为是追求增长机会的重要组织能力，随后在理论上锚定在企业的资源基础观点中。讨论了对管理者和未来业务发展研究的启示。

本文章由计算机程序翻译，如有差异，请以英文原文为准。

求助全文

约1分钟内获得全文求助全文

来源期刊

International Journal of Entrepreneurship and Innovation Management Economics, Econometrics and Finance-Economics and Econometrics

CiteScore

1.60

自引率

0.00%

发文量

期刊介绍： IJEIM provides a refereed and authoritative source of information and international forum in the field of entrepreneurship and innovation management and related topics. It offers an interface between entrepreneurship and innovation, as well as business corporate strategy and government economic policy. The journal is supported by the International Society for Professional Innovation Management (ISPIM). Topics covered include Corporate innovation restructuring Managing/leading fast-paced high-tech start-ups Intrapreneurship/corporate venturing International aspects of entrepreneurship Entrepreneurship in economic development New business incubators, networks, technology parks, etc Government policies Venture capital, government funds/grants Technological/organisational innovation Strategic cooperation among SMEs Case studies, lessons learnt Strategy development/implementation where high-tech/market risk Innovation, technopreneurship, licensing/franchising Marketing of innovations/by entrepreneurs Cross-cultural management.