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Developing a scale for entrepreneurial marketing: Revealing its inner frame and prediction of performance

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  • Eggers, Fabian
  • Niemand, Thomas
  • Kraus, Sascha
  • Breier, Matthias

Abstract

Entrepreneurial marketing (EM) is considered a marketing concept for firms that strive to run entrepreneurial, market-driving and at the same time customer-focused marketing programs that work particularly well under resource constraints. However, even after more than three decades after its inception, researchers still focus on validating single dimensions of the EM concept (the outer frame), but do not ask what these dimensions may have in common (the inner frame). Using a sample of 1156 firms, this paper develops such a valid scale and analyzes its effect on firm performance. Results show that EM consists of three correlating dimensions: 1) change-driving, 2) bootstrapping, and 3) risk-taking that have a positive effect on firm performance.

Suggested Citation

  • Eggers, Fabian & Niemand, Thomas & Kraus, Sascha & Breier, Matthias, 2020. "Developing a scale for entrepreneurial marketing: Revealing its inner frame and prediction of performance," Journal of Business Research, Elsevier, vol. 113(C), pages 72-82.
    • Handle: RePEc:eee:jbrese:v:113:y:2020:i:c:p:72-82
    DOI: 10.1016/j.jbusres.2018.11.051
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