Effective Small Business Management

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Academic Press, Jan 1, 1982 - Small business - 496 pages
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Contents

The Nature of Small Business
3
Failure and Success
20
SUCCESS FACTORS
30
REVlEW AND DlSCUSSlON QUESTlONS
36
The Successful Entrepreneur
41
SUMMARY
52
Buying an Ongoing Small Business
60
DETERMlNlNG THE PRlCE
70
EMPLOYEE MORALE
241
Understanding the Market
259
5 Primary Sources
271
Pricing and Advertising
280
HOW SMALL BUSlNESSES SET PRlCE
287
SUMMARY
302
Salesmanship
308
SALES PSYCHOLOGY
314

BE PREPARED TO ASSUME CONTROL
76
Operating a Franchise
82
DlSADVANTAGES OF FRANCHlSlNG
91
Starting a New Small Business
103
Sources of Startup Capital
124
SMALL BUSlNESS ADMlNlSTRATlON
132
SUMMARY
139
SPEClFlC FACTORS lN SELECTlNG A LOCATlON
146
ADAPTlNG THE FAClLlTlES
153
SUMMARY
160
Choosing a Legal Form of Organization
166
THE CORPORATlON
177
REVlEW AND DlSCUSSlON QUESTlONS
183
Planning and Organizing
190
ORGANlZlNG
199
NO TlME FOR PLANNlNG
208
DlRECTlNG
220
REVlEW AND DlSCUSSlON QUESTlONS
228
THE CONTROL PROCESS
234
MOTlVATlNG THE PERSONNEL
320
REVlEW AND DlSCUSSlON QUESTlONS
326
KlNDS OF CREDlT
332
WHOLESALlNG CREDlT
342
THE LATE ACCOUNTS
348
Financial Statements and Recordkeeping
354
KEEPlNG THE BOOKS
367
THE LlTTLE CHlLDRENS SHOP
373
lNCOME STATEMENT ANALYSlS
383
LlMlTATlONS OF FlNANClAL STATEMENT ANALYSlS
389
SUMMARY
395
A REAL GOLD MlNE
401
Purchasing and lnventory Control
402
SUMMARY
417
SUMMARY
437
WHAT FORM SHOULD THE CONTRACT TAKE?
460
The Small Business Administration
466
lndex
489
Copyright

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About the author (1982)

Distinguished professor, prolific author, renowned consultant, and inspiring teacher, Dr. Richard M. Hodgetts (1942-2001) was the Suntrust Professor of Strategic Management at Florida International University (FIU). He earned a Ph.D. from the University of Oklahoma and an M.B.A. from Indiana University. He published more than 125 articles and papers on a variety of topics ranging from entrepreneurship to strategic management to total quality management. He was also the author or coauthor of 49 books. Some of the most recent include INTERNATIONAL BUSINESS, INTERNATIONAL MANAGEMENT, and MEASURES OF QUALITY AND HIGH PERFORMANCE. Dr. Hodgetts consulted for a number of Fortune 500 firms and provided training for a wide variety of companies. He also lectured in Mexico, Venezuela, Peru, Chile, Jamaica, Trinidad, Denmark, Kuwait, and at a host of U.S. colleges and universities. He was a Fellow of the Academy of Management and a past member of the Academy's Board of Governors. He served on three academic review boards and wrote a biweekly column on small business and entrepreneurship in the Ft. Lauderdale Sun Sentinel.

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