Sales growth in wholesale SMEs: drivers, enablers and consequences
AbstractThe aim of this research is to deepen the understanding of the concept of company growth. With ‘sales growth’ used as an operational measure, and in contrast with growth models offered by e.g. Greiner (1972/98) and Churchill & Lewis (1983), this study reveals a number of motives, enablers and consequences of growth. The empirical part investigates these aspects of growth within wholesale-SMEs between 1991 and 1996. With a response rate of 41%, information is gathered on management, finance, and marketing issues related to the true factors that drive, enable, and follow from sales growth.
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Bibliographic InfoPaper provided by University of Antwerp, Faculty of Applied Economics in its series Working Papers with number 1999001.
Length: 19 pages
Date of creation: Mar 1999
Date of revision:
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Postal: Prinsstraat 13, B-2000 Antwerpen
Web page: https://www.uantwerp.be/en/faculties/applied-economic-sciences/
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