小企业管理 英文版 第10版PDF电子书下载

Part 1 Nature of Entrepreneurship and Small Business 1

Part 1 Nature of Entrepreneurship and Small Business 1

1 Entrepreneurs: The Energizers of Small Business 2

1 Entrepreneurs: The Energizers of Small Business 2

Opportunities for Entrepreneurial Energizers 3

Rewords and Drawbacks of Entrepreneurship 6

Characteristics of Entrepreneurs 9

Readiness for Entrepreneurship 12

Diversity in Entrepreneurship 15

2 Small Business: Vital Component of the Economy 22

2 Small Business: Vital Component of the Economy 22

Definition of Small Business 23

Small Business as Producer of Goods and Services 24

Special Contributions of Small Business 29

The Small Business Failure Record 34

Causes of Business Failure 36

Part 2 Seeking Entrepreneurial Opportunities 41

Part 2 Seeking Entrepreneurial Opportunities 41

3 Startup and Buyout Opportunities 42

3 Startup and Buyout Opportunities 42

The Startup: Creating a New Business 43

Buying an Existing Business 50

Increasing the Chances of a Successful Startup: Lessons from High-Growth Firms 61

4 Franchising Opportunities 66

4 Franchising Opportunities 66

Understanding the Franchise Option 67

Advantages and Disadvantages of Franchising 69

Evaluating Franchise Opportunities 78

Understanding the Franchisor/ Franchisee Relationship 83

Selling a Franchise 83

5 Family Business Opportunities 91

5 Family Business Opportunities 91

The Family Business: A Unique Institution 92

The Culture of a Family Business 96

Family Roles and Relationships 98

Special Features of Family Firm Management 102

The Process of Leadership Succession 105

Transfer of Ownership 108

Part 3 Developing the New Venture Business Plan 113

Part 3 Developing the New Venture Business Plan 113

6 The Role of a Business Plan for a New Venture 114

6 The Role of a Business Plan for a New Venture 114

What Is a Business Plan? 115

The Need for a Business Plan 116

How Much Business Plan Is Needed? 120

Preparing a Business Plan 122

Where to Go for More Information 128

The Business Plan 136

7 Creating a Competitive Advantage 137

7 Creating a Competitive Advantage 137

Competitive Advantage 138

Market Segmentation Strategies 142

Niche Marketing 147

Customer Service Management 150

The Business Plan 158

8 Analyzing the Market and Formulating the Marketing Plan 159

8 Analyzing the Market and Formulating the Marketing Plan 159

Small Business Marketing 160

Marketing Research for the New Venture 162

Estimating Market Potential 170

Components of the Formal Marketing Plan 175

The Business Plan 181

9 Selecting the Management Team and Form of Organization 182

9 Selecting the Management Team and Form of Organization 182

The Management Team 183

Legal Forms of Organization 185

The Board of Directors 195

Federal Income Taxes and the Form of Organization 199

The Business Plan 205

10 Choosing the Location and Physical Facilities 206

10 Choosing the Location and Physical Focilities 206

The Location Decision 207

Site Selection 211

Home-Based Businesses 217

The Building and Its Layout 219

Equipment and Tools 223

The Business Plan 227

11 Accounting Statements and Financial Requirements 228

11 Accounting Statements and Financial Requirements 228

Accounting Statements: Tools for Determining Financial Needs 229

Assessing Profitability 240

A Firm s Financial Requirements 243

The Business Plan 253

12 Finding Sources of Financing 254

12 Finding Sources of Financing 254

Debt or Equity Financing? 255

Sources of Financing 259

Individuals as Sources of Funds 262

Business Suppliers and Asset-Based Lenders as Sources of Funds 265

Commercial Banks as Sources of Funds 267

Government -Sponsored Agencies as Sources of Funds 273

Other Sources of Funds 274

Keeping the Right Perspective 276

The Business Plan 280

Part 4 Small Business Marketing 281

Part 4 Small Business Marketing 281

13 Consumer Behavior and Product Strategy 282

13 Consumer Behavior and Product Strategy 282

Understanding the Customer 283

Product Management 291

Product Strategy Alternatives for Small Businesses 295

Building the Total Product Offering 299

14 Pricing and Credit Strategies 305

14 Pricing and Credit Strategies 305

Setting a Price 306

Using Break-Evan Analysis for Pricing 310

Selecting a Pricing Strategy 313

Offering Credit 316

Managing the Credit Process 320

15 Promotion: Personal Selling ,Advertising ,and Sales Promotion 329

15 Promotion: Personal Selling, Advertising, and Sales Promation 329

Promotion and the Communication Process 330

Determining Promotional Expenditures 331

Personal Selling Techniques for Small Firms 334

Advertising Considerations for Small Firms 339

Soles Promotion Options for Small Firms 343

16 Distribution Channels and Global Markets 349

16 Distribution Channels and Global Markets 349

The Role of Distribution Activities in Marketing 350

Structuring a Distribution System 353

Global Marketing Challenges 355

Initial Preparations for Global Marketing 358

Sources of Trade and Financing Assistance 364

Part 5 Managing Small Business Operations 371

Part 5 Managing Small Business Operations 371

17 Professional Management in the Growing Firm 372

17 Professional Management in the Growing Firm 372

Distinctive Features of Small Firm Management 373

The Nature of Managerial Work 376

Time Management 385

Outside Management Assistance 387

18 Managing Human Resources 396

18 Managing Human Resources 396

Recruiting Personnel 397

Evaluating Prospects and Selecting Employees 401

Training and Development 404

Compensation and Incentives for Small Business Employees 407

Special Issues in Human Resources Management 409

19 Quality Management and the Operations Process 415

19 Quality Management and the Operations Process 415

Total Quality Management 416

The Operations Process 425

Improving Productivity 430

20 Purchasing and Managing Inventory 436

20 Purchasing and Managing Inventory 436

Purchasing Processes and Policies 437

Relationship with Suppliers 443

Objectives of Inventory Management 445

Controlling Inventory Costs 446

21 Computer-Based Technology for Small Businesses 454

21 Computer—Based Technology for Small Businesses 454

Overview of Available Technology 455

Computer Systems: Hardware and Software 458

Communication Among Computers 463

Office and Production Technology 465

Purchasing and Managing Technology 468

Trends in Computer—Based Technology 471

Part 6 Financial Management in the Entrepreneurial Firm 475

Part 6 Financial Management in the Entrepreneurial Firm 475

22 Evaluating Financial Performance 476

22 Evaluating Financial Performance 476

Accounting Activities in Small Firms 477

Assessing a Firm s Financial Performance 482

23 Working-Capital Management and Capital Budgeting 498

23 Working—Capital Management and Capital Budgeting 498

The Working —Capital Cycle 499

Managing Cash Flow 505

Managing Accounts Receivable 510

Managing Inventory 511

Managing Accounts Payable 513

Capital Budgeting 514

Appendix 23A: Time Value of Money: Finding the Present Value of a Dollar 524

Appendix 23B: Discounted Cash—Flow Techniques: Computing a Project s Net Present Value and Internal Rate of Return 527

24 Risk and Insurance Management 534

24 Risk and Insurance Management 534

Defining and Classifying Risk 535

Risk Management 542

Insurance for the Small Business 544

Part 7 Social and Legal Environment 553

Part 7 Social and Legal Environment 553

25 Social and Ethical Issues 554

25 Social and Ethical Issues 554

Social Responsibilities and Small Business 555

The Special Challenges of Environmentalism and Consumerism 558

The Small Business Context for Ethical Decisions 559

Putting Ethical Precepts into Practice 563

26 Working Within the Law 571

26 Working Within the Law 571

Government Regulation and Small Business Opportunity 572

Government Regulation and Protection of the Marketplace 576

Business Agreements and the Law 586

The Challenge of Taxation 588

Cases 593

Case 1 King s Beauty Supple 593

Case 2 Construction Equipment Dealership 595

Case 3 Stitch Craft 597

Case 4 Operating a Kiosk Franchise 600

Case 5 The Brown Family Business 603

Case 6 Robinson Associates, Inc 605

Case 7 The Fantastic Catalogue Company 610

Case 8 ScrubaDub Auto Wash 614

Case 9 VMG Products 618

Case 10 Logan Beach 619

Case 11 WJP Partners 622

Case 12 Walker Machine Works 624

Case 13 Silver Lining 627

Case 14 The Jordan Construction Account 629

Case 15 Litter Ridder 631

Case 16 NavaSoft Systems Inc 634

Case 17 Central Engineering 636

Case 18 Gibson Mortuary 639

Case 19 Douglas Electrical Supply,Inc 642

Case 20 Mather s Heating and Air Conditioning 644

Case 21 Franklin Motors 646

Case 22 The Style Shop 648

Case 23 Barton Sales and Service 653

Case 24 Fox Manufacturing 657

Case 25 The Martin Company 660

Case 26 Diaper Dan 662

Appendixes 665

Appendix A Sample Business Plan 665

Appendix B Present Value of ?1 683

Appendix C Present Value of an Annuity of ?1 for n Periods 687

Endnotes 691

Endnotes 691

Photo Credits 699

Photo Credits 699

Glossary 701

Glossary 701

Index 717

Index 717