Empirical Research on the Marketing Contribution for the Growth of Start-up Firms

营销对初创企业成长贡献的实证研究

• 批准号: 17530318
• 负责人: TAKEMURA Masaaki
• 金额: $ 2.31万
• 依托单位: Meiji University
• 依托单位国家: 日本
• 项目类别: Grant-in-Aid for Scientific Research (C)
• 财政年份: 2005
• 资助国家: 日本
• 起止时间: 2005 至 2007
• 项目状态: 已结题
• 来源: https://kaken.nii.ac.jp/grant/KAKENHI-PROJECT-17530318/
• 关键词: Start-ups; Growth; Marketing; Innovation; Network; 適応

We have empirically confirmed that the marketing contributed to the growth of the start-up firms. Our findings were two as follows.First, though marketing contributed to the growth, this contribution is not good for the growth of scales, but for innovation. To purse for the scale of the firm was the theme on traditional small firm research, that is, industry dualism. The industry dualism criticized uneven growth of the companies within one country. This study insisted to change a regulation which contributed to growth of small firms. When a researcher emphasized that the marketing contributed to growth, he/she implicitly assumed that ultimate purpose of the small firms was the growth of the scale. As many studies noticed, a large scale company often tends to be bureaucratic. This trend sometimes forced personals behave formally and strictly. As a result, this organization yields innovation lesser than the organization with entrepreneurships.Second, this innovation was depended upon the atmosphere of trust structure among business transaction networks. As many researches revealed, since innovation cannot be controlled, to foster innovation often required many trial and error processes. This process might be success under trust condition. Because, under trust condition, a company belonged to this transaction knew that there was no guarantee for success. Even this low probability for success, a member would like to bet on its performance. We called this behavior as trust. Innovation often was failed, but a company supported innovators tried more and more. Marketing technique might be regarded as this kind of process. Marketing shall be the networking process in small firm growth studies.

我们从经验上证实，营销有助于初创公司的发展。我们的发现为两分之为。首先，尽管营销有助于增长，但这种贡献对量表的增长不利，而是对创新的好处。为公司的规模推动是传统小型公司研究的主题，即行业二元论。行业二元论批评了一个国家内公司的不平衡增长。这项研究坚持改变有助于小公司增长的法规。当研究人员强调营销有助于增长时，他/她隐含地假设小公司的最终目的是规模的增长。正如许多研究所注意到的那样，一家大型公司通常往往是官僚主义的。这种趋势有时强迫性人的行为正式和严格地行为。结果，该组织的创新比具有企业家精神的组织要少。正如许多研究所揭示的那样，由于无法控制创新，以促进创新通常需要许多反复试验。这个过程可能在信任条件下成功。因为在信任条件下，一家公司属于此交易，知道没有成功的保证。即使是成功的可能性也很低，成员也希望下注其性能。我们称这种行为为信任。创新经常失败，但一家公司支持创新者的尝试越来越多。营销技术可能被视为这种过程。营销应是小型公司成长研究中的网络过程。

项目成果

Japanese Sales Management, No, It's Eigyo!

日本销售管理，不，是Eigyo！

• 发表时间: 2005
• 期刊: Proceedings of IMP conference, Rotterdam 21
• 作者: Takemura;Masaaki;Wang;Yi-jen
• 通讯作者: Yi-jen

Dysfunctions of Sales Force Automation

销售队伍自动化的功能障碍

• 发表时间: 2008
• 作者: Takeraura;Masaaki
• 通讯作者: Masaaki

生産財商社の役割再評価

重新评估生产资料贸易公司的作用

• 发表时间: 2007
• 期刊: 明大商学論叢 第89巻第4号
• 作者: Takemura;Masaaki;竹村正明
• 通讯作者: 竹村正明

商業集積の業績に関する分析フレームワークの構築

构建商业集聚绩效分析框架

• 发表时间: 2008
• 期刊: 流通科学大学論集 第20巻第2号
• 作者: Kunihiko lwasaki;Tadayuki Miyamoto;岩崎 邦彦;渡部 和雄;渡部 和雄;Kazuo Watabe;Kazuo Watabe;岩崎 邦彦;渡部 和雄;Kunihiko Iwasaki;Tadayuki Miyamoto;Tadayuki Miyamoto;Tadayuki Miyamoto;鈴木 直義;渡部 和雄;鈴木 直義;堀口 貴光;岩崎 邦彦(日本中小企業学会編);竹村 正明;王 怡人
• 通讯作者: 王 怡人

Sales Network in Japanese Industrial Distributors

日本工业经销商的销售网络

• 发表时间: 2006
• 期刊: Proceedings of IMP Conference 22
• 作者: Takemura;Masaaki;Wang;Yi-jen
• 通讯作者: Yi-jen