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George J. Avlonitis Helen E. Salavou

Entrepreneurial orientation of SMEs, product innovativeness, and performance. George J. Avlonitis Helen E. Salavou. Definitions. Entrepreneurial Orientation (EO) Key entrepreneurial processes and is concerned with how new ventures are undertaken EO Dimensions

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George J. Avlonitis Helen E. Salavou

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  1. Entrepreneurial orientation of SMEs, product innovativeness, and performance George J. AvlonitisHelen E. Salavou Presented by Howard Rosenblum

  2. Definitions Entrepreneurial Orientation (EO) • Key entrepreneurial processes and is concerned with how new ventures are undertaken EO Dimensions • Characteristics of EO (in this case “Proactiveness” and “Risk-taking”) EO Profile • The collection of EO dimensions for a given firm Product Innovativeness Dimensions • The level of innovativeness in new products (“Product newness to customer”, “Product newness to the firm” and “New product uniqueness”) Presented by Howard Rosenblum

  3. Objective and Deliverables Objective • Are EO profiles of SMEs identifiable? • Do these profiles differ in product innovativeness? • If yes, how and what this would possibly suggest in terms of performance? Deliverables • A classification of firms according to their EO dimensions • A study of the connection of specific product innovativeness dimensions and performance potential to firm EO profiles • A focused study of how SMEs are classified according to EO and product innovativeness, for better performance Presented by Howard Rosenblum

  4. Relevance Presented by Howard Rosenblum

  5. Lessons learned There are two opposite groups • Passive entrepreneurs • Active entrepreneurs They both create products adoption benefits to the customer (e.g. time, effort, purchase risk) but active entrepreneurs create more unique products. Presented by Howard Rosenblum

  6. Contribution • Companies that are proactive and produce unique new products have statistically better product performance • Product performance is not affected by how new the product is to the company • Active entrepreneurs have statistically better new product performance Presented by Howard Rosenblum

  7. Research design • Unit of analysis • Independent firms with 10 to 250 employees and with less than 40 million Euro annual turnover • Time period • 3 Year period (unclear when) • Population • The food and beverage, and textile industries in Greece • Sample (size) • 149 manufacturing companies (68 f&b, 81 txtl) Presented by Howard Rosenblum

  8. Method Presented by Howard Rosenblum

  9. Data acquisition • The SME population was retrieved from the ICAP database (Gallup’s subsidiary) • Contact random sample by phone to verify if the SME that have introduced at least one new product or new product category during the last 3 years • Send a letter to ask for their participation in study • Interview top management using a structured questionnaire about the new product or new product category in the last three years, that has contribute the most to sales turnover. Presented by Howard Rosenblum

  10. Data analysis • Construct validity is done using Confirmatory Factor Analysis • K-Means cluster analysis of EO is performed using the “proactiveness” and “risk-taking” as independent variables • One-way ANOVA is used to analysis the relationship between EO (independent) and product innovativeness (dependent) • Two linear regressions are done to investigating the effect of: • product innovativeness on product performance • product innovativeness and EO on product performance Presented by Howard Rosenblum

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