小企业管理 英文版 第10版PDF|Epub|txt|kindle电子书版本网盘下载

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Part 1 Nature of Entrepreneurship and Small Business1

Part 1 Nature of Entrepreneurship and Small Business1

1 Entrepreneurs: The Energizers of Small Business2

1 Entrepreneurs: The Energizers of Small Business2

Opportunities for Entrepreneurial Energizers3

Rewords and Drawbacks of Entrepreneurship6

Characteristics of Entrepreneurs9

Readiness for Entrepreneurship12

Diversity in Entrepreneurship15

2 Small Business: Vital Component of the Economy22

2 Small Business: Vital Component of the Economy22

Definition of Small Business23

Small Business as Producer of Goods and Services24

Special Contributions of Small Business29

The Small Business Failure Record34

Causes of Business Failure36

Part 2 Seeking Entrepreneurial Opportunities41

Part 2 Seeking Entrepreneurial Opportunities41

3 Startup and Buyout Opportunities42

3 Startup and Buyout Opportunities42

The Startup: Creating a New Business43

Buying an Existing Business50

Increasing the Chances of a Successful Startup: Lessons from High-Growth Firms61

4 Franchising Opportunities66

4 Franchising Opportunities66

Understanding the Franchise Option67

Advantages and Disadvantages of Franchising69

Evaluating Franchise Opportunities78

Understanding the Franchisor/ Franchisee Relationship83

Selling a Franchise83

5 Family Business Opportunities91

5 Family Business Opportunities91

The Family Business: A Unique Institution92

The Culture of a Family Business96

Family Roles and Relationships98

Special Features of Family Firm Management102

The Process of Leadership Succession105

Transfer of Ownership108

Part 3 Developing the New Venture Business Plan113

Part 3 Developing the New Venture Business Plan113

6 The Role of a Business Plan for a New Venture114

6 The Role of a Business Plan for a New Venture114

What Is a Business Plan?115

The Need for a Business Plan116

How Much Business Plan Is Needed?120

Preparing a Business Plan122

Where to Go for More Information128

The Business Plan136

7 Creating a Competitive Advantage137

7 Creating a Competitive Advantage137

Competitive Advantage138

Market Segmentation Strategies142

Niche Marketing147

Customer Service Management150

The Business Plan158

8 Analyzing the Market and Formulating the Marketing Plan159

8 Analyzing the Market and Formulating the Marketing Plan159

Small Business Marketing160

Marketing Research for the New Venture162

Estimating Market Potential170

Components of the Formal Marketing Plan175

The Business Plan181

9 Selecting the Management Team and Form of Organization182

9 Selecting the Management Team and Form of Organization182

The Management Team183

Legal Forms of Organization185

The Board of Directors195

Federal Income Taxes and the Form of Organization199

The Business Plan205

10 Choosing the Location and Physical Facilities206

10 Choosing the Location and Physical Focilities206

The Location Decision207

Site Selection211

Home-Based Businesses217

The Building and Its Layout219

Equipment and Tools223

The Business Plan227

11 Accounting Statements and Financial Requirements228

11 Accounting Statements and Financial Requirements228

Accounting Statements: Tools for Determining Financial Needs229

Assessing Profitability240

A Firm s Financial Requirements243

The Business Plan253

12 Finding Sources of Financing254

12 Finding Sources of Financing254

Debt or Equity Financing?255

Sources of Financing259

Individuals as Sources of Funds262

Business Suppliers and Asset-Based Lenders as Sources of Funds265

Commercial Banks as Sources of Funds267

Government -Sponsored Agencies as Sources of Funds273

Other Sources of Funds274

Keeping the Right Perspective276

The Business Plan280

Part 4 Small Business Marketing281

Part 4 Small Business Marketing281

13 Consumer Behavior and Product Strategy282

13 Consumer Behavior and Product Strategy282

Understanding the Customer283

Product Management291

Product Strategy Alternatives for Small Businesses295

Building the Total Product Offering299

14 Pricing and Credit Strategies305

14 Pricing and Credit Strategies305

Setting a Price306

Using Break-Evan Analysis for Pricing310

Selecting a Pricing Strategy313

Offering Credit316

Managing the Credit Process320

15 Promotion: Personal Selling ,Advertising ,and Sales Promotion329

15 Promotion: Personal Selling, Advertising, and Sales Promation329

Promotion and the Communication Process330

Determining Promotional Expenditures331

Personal Selling Techniques for Small Firms334

Advertising Considerations for Small Firms339

Soles Promotion Options for Small Firms343

16 Distribution Channels and Global Markets349

16 Distribution Channels and Global Markets349

The Role of Distribution Activities in Marketing350

Structuring a Distribution System353

Global Marketing Challenges355

Initial Preparations for Global Marketing358

Sources of Trade and Financing Assistance364

Part 5 Managing Small Business Operations371

Part 5 Managing Small Business Operations371

17 Professional Management in the Growing Firm372

17 Professional Management in the Growing Firm372

Distinctive Features of Small Firm Management373

The Nature of Managerial Work376

Time Management385

Outside Management Assistance387

18 Managing Human Resources396

18 Managing Human Resources396

Recruiting Personnel397

Evaluating Prospects and Selecting Employees401

Training and Development404

Compensation and Incentives for Small Business Employees407

Special Issues in Human Resources Management409

19 Quality Management and the Operations Process415

19 Quality Management and the Operations Process415

Total Quality Management416

The Operations Process425

Improving Productivity430

20 Purchasing and Managing Inventory436

20 Purchasing and Managing Inventory436

Purchasing Processes and Policies437

Relationship with Suppliers443

Objectives of Inventory Management445

Controlling Inventory Costs446

21 Computer-Based Technology for Small Businesses454

21 Computer—Based Technology for Small Businesses454

Overview of Available Technology455

Computer Systems: Hardware and Software458

Communication Among Computers463

Office and Production Technology465

Purchasing and Managing Technology468

Trends in Computer—Based Technology471

Part 6 Financial Management in the Entrepreneurial Firm475

Part 6 Financial Management in the Entrepreneurial Firm475

22 Evaluating Financial Performance476

22 Evaluating Financial Performance476

Accounting Activities in Small Firms477

Assessing a Firm s Financial Performance482

23 Working-Capital Management and Capital Budgeting498

23 Working—Capital Management and Capital Budgeting498

The Working —Capital Cycle499

Managing Cash Flow505

Managing Accounts Receivable510

Managing Inventory511

Managing Accounts Payable513

Capital Budgeting514

Appendix 23A: Time Value of Money: Finding the Present Value of a Dollar524

Appendix 23B: Discounted Cash—Flow Techniques: Computing a Project s Net Present Value and Internal Rate of Return527

24 Risk and Insurance Management534

24 Risk and Insurance Management534

Defining and Classifying Risk535

Risk Management542

Insurance for the Small Business544

Part 7 Social and Legal Environment553

Part 7 Social and Legal Environment553

25 Social and Ethical Issues554

25 Social and Ethical Issues554

Social Responsibilities and Small Business555

The Special Challenges of Environmentalism and Consumerism558

The Small Business Context for Ethical Decisions559

Putting Ethical Precepts into Practice563

26 Working Within the Law571

26 Working Within the Law571

Government Regulation and Small Business Opportunity572

Government Regulation and Protection of the Marketplace576

Business Agreements and the Law586

The Challenge of Taxation588

Cases593

Case 1 King s Beauty Supple593

Case 2 Construction Equipment Dealership595

Case 3 Stitch Craft597

Case 4 Operating a Kiosk Franchise600

Case 5 The Brown Family Business603

Case 6 Robinson Associates, Inc605

Case 7 The Fantastic Catalogue Company610

Case 8 ScrubaDub Auto Wash614

Case 9 VMG Products618

Case 10 Logan Beach619

Case 11 WJP Partners622

Case 12 Walker Machine Works624

Case 13 Silver Lining627

Case 14 The Jordan Construction Account629

Case 15 Litter Ridder631

Case 16 NavaSoft Systems Inc634

Case 17 Central Engineering636

Case 18 Gibson Mortuary639

Case 19 Douglas Electrical Supply,Inc642

Case 20 Mather s Heating and Air Conditioning644

Case 21 Franklin Motors646

Case 22 The Style Shop648

Case 23 Barton Sales and Service653

Case 24 Fox Manufacturing657

Case 25 The Martin Company660

Case 26 Diaper Dan662

Appendixes665

Appendix A Sample Business Plan665

Appendix B Present Value of ?1683

Appendix C Present Value of an Annuity of ?1 for n Periods687

Endnotes691

Endnotes691

Photo Credits699

Photo Credits699

Glossary701

Glossary701

Index717

Index717