INDEX

Page numben followed by n indicate notes.

A. Monre [ak nd Seurity System (AMLSS) (Case Study), ut68_470

Aaker, D- A.,90
Arms, Math4 108
ABBA, 48,1-486, 488, 490, 491
Abell, D. F.,90

AcrciaRcwch(ACTG),

168

Aaounng frrud, 177-178, 36-361, 389

A@unts reevable

loans, 313

Acid-test mtio,354

ACM Enterprires, 42-427

Acquisition fi nmcing, 336, 337
Acquisitions
advatages of, 424
cmdidates fo 422-428
disadvatage of,425
explmation of, 424
structurc of,425-427
synergy md,425
Action plms. See Marketing sategy

ActiveCapital, 130
Activity raios,354

Adm,C.,408
Adams, James, 138

Adams, Karen Bmth,384

Adams, Robett V., 50
AdaptatioG 76
Philip f.,300

Adler, Clye,41

Admed Sciqtific
Advism,

Coqpomtion, 5O

outside, 27t-275

Afrim Almiens,44
Aftermrka support,
Agiliane Inc-,2?4

369, 370

Ag|-@menrs,426-427

AIG, 360
Ajzen, J-,61

Aldrich, Howtrd,62
Allq, Deme,384
Almquisl E.,62
Aloe Gato,307

Alphaorp Holdings,439
Ambile, T. M.,3l
nmzon.mn I 18, l6
Amerion Express, 321

Areriqn Rrerch

Developmenr Corpotion (ARD), 342

Americil Tourister, | 5l
AMG,427
Amrein, Michel,321
Amy's BHd (Cse Study)
brckgrund o1557-559
curent opemtions of ,559-562
rmncial mults of, 561
future opportuniris, 562_563

mketing
Analia, Inc.,

techniques md, 561_562

107

Analysis principle, zl00

Anderson, Alistair, @
Andruss, Paul,301
Angels. See Business mgels; privale invqtors

584

Animtim

SKG, 174

Anokhirl Suge 550n

Anmff, H. L, 38In,4O8
Amwer.coq 4 t 2
Ante, Spencer 8.,31

ln

Antoncic, 8., 62, 63, 502n

Anionelli, Heathq,450
Apog Enterprircs,417
Apple Computer Inc., 50, 56, 127, 168
ARC ltemationat, 174
Adichvili, A.lexmder, 87, I I ln
Arkmsc Aviation Sales, 94

Amlrcng,Ianry,

63

Amdt, Rrchel2.,451n
Amoliio Pallt Company, Inc., 98
AthurAndersen,177
Asaki Chemiels,423
Asiao

Amqiros,

44

Assls
bre for lm. 313
expluztiot of,292-293
management of fixed 393

Acmen Fund,370

Adelm,

Angrst S.,62

of nemess, 84

Aswiation of Health

Insurance Agents, 177

AT&T,52

Al&T

Vennues, 50
Attomeys, 161, 163
Attribute listing, 105
Auto Critic of America Inc-, 418
Auroretrix, usA, 503, 504
Aventis

Phm4

Avemge collection period ratio, 354

Avery, R.8.,375

Avil4 Ramon A.,459

Avil4 Stphen M.,459
Babaei, Ai, 2 t4

Brckward integration, 383

BAE Systems, I 38
Bahls, Jme Emte, 12n
Bhls, Steren, [62n
Bainbridge lntemational, 508
Baird, Douglre G.,459
Baker, Stephen,248
Bmdura, A., 6l
Bmk of Amerim, 338
Bankate, ,149, 456

Bakmptcy
Chapter 7, 18, M8,449,45O, 452
Chapter I l, 18, 448, 44945t, 453

Chaptq 13, M8,449, 452,453

exmptes of, zf48-449, 450
facing rcality

rcgrding, 456

involuntary,452

keping venture going during, 453-454

methods for suruiving. 450-451

ovewiew of,447-448
prcvisions rcgarding, 449

rmrgiliation

strutegies md, 453

INDEX
staning over following, 455-456
types of,448
voluntary, 452

wming signs of, 45U55,457

Bankruptcy Amendments Acr of 1984, ,f49, 450
Bankruptcy Amendmenas Aca of 2M5, 449, 452
Bmk.

Comercial

banks

Barbato, Robert, 15

Brgainingzre,43l
Bmes & Noble, l18
Bmett, James J-, 277
Bmett, Steven T..279
Bmey, Jay 8., 27,87,q)

BuNir,Arot,89
Bmn, Robert A., 27,59,
Broncelli, Eugenia. t8l

Bmk value,352-353,356
Bmster Juice, 418
Boothe, Jim,467-468

Bmtstrap nnilcing, 326-32?

Borden, Gail,455
Borders, 118
Boston Market,2t0
Boulding, Wrltiar4 87
Bower, G. H.,32
Bowie, N. E..33
Boxer, Babar4 342

Bninstoming,

100, 102, 105

Brainwriting, 100
Bmnd-nme fnnchises, 4l
155

Brarel,D.Y-,62
B

rak-even mlysi

s,

294,296

tmula"

294, 295

Bm, Kate,329
Brett, Mike, l2l

Break-even
Breakeven

Bffiies

explaaton of, 294

graphic illustration of, 296
Brqkthrcugh ionovatims, 25, 106-107
Bredin, Alice,32l
Breeding, Mmhall,216

to entry, 79

Bmiers to intemarional trade, 152-153

Barter, 135
Bmsen's Original Turkey, 4t8
Baucus,
Baucus,

DavidA., l2l
Mess S., 12l

Breme John, 214

Brio, Sergey,272

Baurn, J- Robert, 106

Bareman, Max, 431.432,435, 437

The Bqch Cmier (Cde Study), 492-495

Bqn, Curtis,4l7
Beauchanp, T. C.,33
Bwh, Wendy, 250
Ber Chips, 297

Brown,,A.,32
Brcwn, Paul,302

Beijing Samies (Case Study)

background of, 4? 3475, 4'17
charity sponsorship ild, 4?5
competition and, 477
corporaie clients ild Samies rewads and,473415
envronment aod, 477 479
rncome staterents ud, 47 8484

intreduction md, 47G-473

Bekma, Jen, 272
Bell, Joseptr, 376
BeneTrends, 32 I
Bergeq Ron,455
Berlew, F- K-,437
Bemier, Nathaniel, 454
Betros, Chris, 373

Blmd, D. O.,

4 16

183

Blue-sky laws, 369

Blum, Jonathan, 4l

Bord of advisos, 178, 274

Eoud of directos, l7 8, 27 1-274
Boden, Richard J.,59

Bein

g/1r4 itsu

bish lF ujilKaw uaki, 422

i

Bogoslaw, David,300

Bmding, 176
Bongiomo,

L,437

Brown, T-, 45n, 50n, 59, 63

Bruno, A- V.,32
Brosh, CandidaG-, 3t, 250
Bruton, Gary D, 8?
Bryan, lowell, 80
Buca, Branko, 39n
Buckhan, Tom,492
Budgets
for milkeaiog &tion md stmtegy d@isions, 246
operati

Biddulph, Jennifer. Se Muwell, Jennifer

Big-dream apprcach, 106
Bigelow, Fm,27l
Biggadike, R.,63

BillMarrix Corporation, 307

Botechnology ventures, 314,
Birley, S., 62
BJ's Wbolesale Club, 255
Black, Joanne, 229
Blke, Stuart, 267
Blakely, Sara, 108

Broascope strategf 82
Brodslgr, Noman,302
Brodzinski, Cmie,459
Brokers, 427, ,145

g and capital, 282185, 288

Burger King,4l8
Burmeister, Paul,214
Bums, Cathl@n S.,563n
Bumsed, Brian, J2ln
Burton, John, 122
Busenitz, Lowell W., 27, 29, 89, 123
Bush, Robert P., 250
Busness- S iro Orgilations
capita[ requirerents for, 261 -262
contnuity oi 260
costs of starting, 20

exit strategy fo! 442

Iegaf advice about stutng,260
legal foms of, 258-263
options for selling, 44-447
ownership and, 258
sucession o( 442-444
rax attributes of fmsof,263265
tumaround measues for, 456 457
Business mgels S Jso Private itrvestors
brands of, 341
chtracreristics of, 339 -34O, 3 42
explanation of,337
statistics rcgrdn g, 331, 339 -34 |
women as, 342
Business erhics, 2123,78. See also Ehics

585

586

INDEX

Business

failue

euses

oi

mnagement of, 290, 390-392

p6en1 value of futurq 356

19

dual proess of leaming from,

protm,29l-292

2l

eonomic implications of, 38?

how to b@t, 441
negative emoonal rocom md, 19-20
rcovery and laming process froq 20-21
statistics regding, 1 8
Businss Fimce Tummund Assaiatio, 457
Busioess method patents, 166-167
Business

plil

comporents

appendix as, 2 10

envonmental md industy malysis

exqtive sumfluq/ x.

a,

203-205

2O2-2O3

financial plan m, 209-210

introdwtory page as,202
marketing plan as, 208
operations plm as, 20?-208
orgnizational plan re, 208 209

ouine m, 200, 201

prcducon plan as, 207
risk rosessmeot as, 2O9
venture description x, 205JO1
Business plans

oi

development

explanation of, 189

financial infcmation for, 199
implementation of, 7, 10
iofomation nreds for, 195-19
Intemet r infomation source for, 199-200
lender and investor evaluation of, 192-194
mket infomation for, 195-198
opemaions infomtion for, 198-199
vs. opportuniry assessment plil, 129

of, 190
of, 194

presentation

Cauml press, l0-l I

Celanqe Corpontion, 422
Celuclu Kevin. 250
Cena, KmE- F-, l2
CeNus reports, 13 1
Centu for Reslrcnsible knding, 338
Caoer for Ventwe Resrch, 342
Center for Women's Busines Rqeuch. 43. 342
Chadha Sumir.370
Chakmvarthy, Bal4 89
Chmdler, Gaylen N., 155
Chmg, Sa Jin,435
Chanin, Natalie,7l
strategy- S Distibutim chmels
Chaer 7 bmkruptcy, L8, 448, 449, 450, 452
Chapter I 1 bankruptc 18, t148, 449-45 I, 453

Chilnel

Chapter 13 bankruprcy, 448, 449, 452, 453

Chmcter loans- 314
Chules River Venturcs, 3l I
Chase, Robin,274

7, 9

exmple of intemational, 156-157

preparation

Cuh flow financing.314

Casulty imumce, 176

rrums for failure, 212

Chaudhry, Rahul, 182

Chakem of Amerie hc.,4l?

Chcklist mtho4 103

Checkmk Softwue Inc-,

Chu, Jeff,279

sampte,216 221
smpe md value of, 191-192
use and implemenlati ot of . 2 l0-2 12
Business Source Comptete, 13 I
Business-to-business compmy marketing plan, 252
Business-to-business markets, 244-246

Churchill. N. C.. 331

Ci rcula tion Expert, I.In., 22T225
Cirtin. Amotd. 216
Cisco System Foundaim, 370

Citigroup,338
CitySearch,412

Cluk.
C A. Litzter,

298

Chell, Robert, 192

Chen. J.. 184
Cher\ Roger R., 436
"Chess," ,184, 485, 48987, 488, 491
Chiagouris, Lnry,2l4
Chow. K.. 183
Chrismm. Jama.4O6
Christiamon. S..32

Chartes H.. 123

Ctarlc lwrcne S.. .161

Clarke. Geri. 214
Clayton Act,428

145

C corporation, 258, 265, 266

Caballerc-Sau, F., l8l
Campbell, Andrew, 278
Capitat See also Financing
for franchire operations, 414
raised from family md friends, 312
required for new venrures, 261-262

Clm-energy trend,96

Capitat budgets

Code of ethics, 23-

explmation of, 282,285

for Intemet start-ups, 288
Cildamone, Joreph R-,248
Crydozo, Richard N., 87, l l ln

Cognitive adaptability
explanation of, 13
function of, 18
method to deemire, 13, 15-17
method to inru, 13, 15, 17-18
Colem, H. D., l66n

Carley, tC,409
Camegie,

Andreq

38

Clffitone

Venture Partne6. 370

Cloutier, George, 29O, 44ln
Ctymm, John, 216

coBRA,

177
^9ee

lso Ethics

Teresa, 439 44O, 453

C6e Western Reserve University, lO1, 321, 465, 525

Colemm. Susn.59
Collstive notebook method, 103, 105
Collegiate Enteprenils' Orgnation, l3
Collins. J. M..90
Columbia Unive6ity, 344
Commnt letter, 369

Cash flow

Comqcial

Cmison, Dar 389n

Camrud, Alan

L,

62

Caner, Adrienne, 342n

Carter, Richud B., 300

Cccioli,

drct method to projtrt, 289,

indirect method to

prcjct,

291

289

banks

ash flow frmdng fron

lending decisioro by,

314

l,t-3

15

INDEX
loans

from,3l2-313

$anrp,2O

credit lines frcm, 338

Comercial Mrine Products, 79
Comuicaon, wir employea,398

switching, 79
Cov4 B., 32

274
Competition
mtysis o( 225-226

Cox, Keith K., 122

coy, perer, 3

nw

Covin, J- G-, 32,60,61

Compemo4

Caig, Justin, 123

comretitive compmy and product

inforurion.

l3l

204
nd,242
Competitive advatage
of first movers, 73
resilrces as surce ol 67-8
Comprehemion questions, 13, 15
Conputertots, 418
Conceptstage, lt4, ll6-tl7
Conley, Willian 306
Connection tasks, 15, 17
Consignmentfinmcing,327

Cmvalho, Emest G., 33, 123

identifimtion of,

Caym, Judy, 48rH85, 488, 489-490,

pncag

Creative problem-solving t@hniqes

aftribute tisting as, 105

big{rm apprmch as, t06

bmimtoming as, 102
draklist method re, 103
mlletive noteb@k method c, lo3,
forcedrelationshlps6, lO3,104
free msociation m, 103

Consortium for Entrepreneurship Education, [3]

Consumer makets, 241-246
Consumq Product Safety Act of 1972, 175
Consumer Prcduct Safety Comission, 175
Consumer products company marketing plar 25 I

Coroumen,97,

109

105

funcon oi 101-102
Cordon metlod as, lO2
pammeter analysis as, 106

reve brainstoming

s,

102

Crealive synthesis, 106

Cetivity,99, 101-102.

Se tso

Idm

Credit default swaps (CDSS), 338

Crcmle Trmothy, 182

Contracls
mnditions of. t78 179
explanation of, 178
intemational entrepreneunhip and.
ronagement, 149
Conventional bank loans, 314

Cmin, Michael p.. 331

Cruickhak, Nancy,329
CSO lroights,229

136-137

M,277
A. C., 62
Marjorie J-, 248

Ctlwe- See also Entrepreoeuial culhre

co{nmte, establishment of,5l-53
mnomics and conomic philwphy md,

Cooney, Thomas

education and,

Coope
Cooper
Copyrights. See atso Intellectul
explmation of, 170

io

liensing of,

491

141

l4l

ntrepreneurial fims, 48

eihics and, 22

property

173

Corbett, Andrew, 60
Core values
establishment of,272
ethics as,23
Corporate entrepreneunhip
auses for intercst in,48, 50-5 I
culture establishment for, 5 t-53

evaluting chilges io, 203

iotemational entrepreneuship an4 138-1,10, 143
mnen ud customs and, l4l
political philomphy m4 l4i
religion and, 141
smia.l structure

md,

140

Cumings, L.,62
Curtnr, Jared R-, 435
Cunenr account, 135

Crent

of,5zt-57
explanation of,51
federship md,53-54
problems relaled to, 56-57
Corporate venturing, 51, 3,f3
Corporations
C,258,265,266
establishment

atio, 353-354

Curry in a Hurry restaurant, 10-12

Curvs forWomen,4l8
Custmerbase, expanding,229
Custorer loyalty, 79

Curm,

141

Cyeft, R. M.,437

Cyr,LindaA.,330

epital requirements [o 262

continuity in,

260

creation of,260
explanation of,258
legal factos in, 259
ronagement control in,

Dagoba

Dabl.

Dmiels, Chris,

161

Dmrels, Evin,406

262

prcftt and loss distribution in,

Daohurer, C.,

263

raising capital for, 263

5,258,265-2,6,444
tax issues for,264, 265
tmmfer of interest in, 2l
Cosmos Ignite Innovations, 370

363-364
mmagement of, 394-395
pricing and, 241

dol/mll ente r
577
^a
ndutry/competition ild, 574
magement cultrc md, 578-579, 581-582
rctail industry curent neds nd, 574-575
ules md marketing d,576-5'1'1
aarget mtrkr il4 573-574
XBR loss prevention soflwre il{ 575
help

255-256

costs
advantages in franchising, 41 5, 4

11

Datnrutage Corponon (Cas Study)

brckground of, 572-5?4
bsinessnodel ud,577-578

ostomen md 575-576
firucing md, 578, 58{}-581

Costco Wholesale Corporation, I18,

of going public,

Orguic ChGolare, 445

Dren.329

587

588

INDEX

Dataworkf@.80

DuS,

Davidsson, P., 45n, 50n, 59, 62, 63, 406, 4O8

Bobby,214
Dunkelberg, W.,62

Davis.8.,376

Dumt, Witliarq

Davis- Jm- 459

Day, G. S.,90
Day,

Kathlen,338

E<omrce

Dayton HudsorL 151

De Csrro, J. O., 62
Deal structure. 359
Dealemhip frruchises, 4l?
Debelak, Dorl" 427n
Debt finming, 308-3@
Debt etio,354

crative urc of, ll8, 272

enueprcneuial mmpmis involved in, I 19-120
explanationof, l17
oolire swie martetplz@s,132, 133
statistics rcgarding, I 17, 200
tracking cusiofiEr infmon and, I 19

l8-l

Web sites and, I

Debt-to<quity rario, 355

Defensive Publicati,on Prcgmm (U.S. Patent md Tmdemat Offie), 164
Delmey, I:reI,3?3
Delegation,399
Defl Computer, 7 5, 168, 236, 240-241, 243, 244

Delm, Fdrick,

38

Dyer, Linda M.,6O

21O6,.|{)8

Delote Tehnology, 168

Del-uq, Fre4 415
Detrund unertanty, 75

DeMuie, Smrel M.,28,3l

DeMre, Eliabeth. 149

19

Euley, C.,3l
Ealy-stage finmcin g, 336-337
Eamings approactq 356
eBay, 166-167,370
Echambadi, R. A. J., 437
Eckerq Robert,285
Econmic developmmt
role of ntrepmeumhip in, 23-25
stages of, l3zl-135

Ecmomic tren4 97

DemogEphic markets, 382

Dennipn. R.3t
Dep@rter, Ben, 182
Design Edge,4Ot
Design patents, 16!164
Desire principle, 2100
Dess, Grcgory G., 60, 63, 90

Detamoe-Rodman, Crystal, 33 I
DeTimne, D. R.,6 155
Development Corporarion, 107
Development hnruing, 336, 337

DevieAtlro, 174
DimondChain, l5l
Diaz, KatherireA.,2l5

Eonomim of sqle, 15l

Economy
business failure md 387
evaluating trends in, 203
intenational entreprcnemhip and, 134, 14l
valution pms md, 352
Eddleston, Kimbed 60
Edison, Thomc, 106,455
Education
of entreprereurs, 38-39
inemational entrcprctrruship md, l4l
Edwards, M- O., 123
Effrcveness principle, z[00

Effrctutim

Dibb, Sally,248
Diener, Mac,4l9n
Dietreyer Bdan J.,435
DiGimtomm, Robert M., 279

exmination of, l0-l I

explamtion of, 10
function of, I l-12
Effectuation

press, l0

DigiBw Mimsystem,3?0

Efficieot comumer sporc (ECR), 392

Eisenhudt, Kathlren, 436

Dino, Richad N.,407

El-Hagroey,

Dlrat exporting, 148

Disbu6emnts, 2l I

fmhis,

Didosurc dmment,

420, 421

Disclosurc drcmnt, patents. S Prcvisional patent application

Disclosure Dcument Progm (U.S. Ptent md Trademuk Offie), 164
Disney Corpontion, 17 4, 182

Distiburion 242-244
Distribution chmels
importance of, 98

intemtional entreprenflrship aud, 142

stratsgy for,242-244
Distriburion rsks, 430
Divemifi ation stmtegis, 383-385
Divffiified activity merger, 15l
Dividends, caprcicy !o pay,353

Dodwell Willam I.,

182

Doriot, Georgc,342
Douglas, Ew J., 62, 402,4ffi
Dow Chemical.423

DmWorks,

174

Druckq. Peter.285
Dual Pane Compmy (Cse Study),582-583
Dual prress for leming from failure, 2l
Due diligence, 349, 358
Duffner. Stefar 374

Galal M., 89
Elance, 132, 133
Electronic data interchnges (EDIs), 392
Elf entuck, Albet 8., 277, 279
Elliehaurcn, G. 8.,375
Elonso, 8., 376

Emqging industries,

75

Eminence Style,450
Employee st@k option plan (ESOP), ,f42, zt46
Employees
communietion md, 398
esprit d,e mrps md,399
feedback to and ftom, 399
interuewing ild hiring, 269

milagement oi
tem spirit,398

388, 397

-4

training for,399
Engadio, Pete, l33n
Enneq C-,62
Enron, I 12, 177, 361, 389
Ensley, Michael D., 155
EntertainNet, 412
Entrepreneurial action, 7
Entrepreneurial culturc
corporate, mtablishment of, 5 t-53

mturc o( 48

INDEX
enaD/ strategis- .tee 4&o Nry enrria
direct foreign invetnrartr, 149-l5l
exporting 6, 147-148
intemalional entre[reneunhip ud, 147-l5l
nonequity uangemenh d, l18-149

Entreprenilial

Entreprcnarial

Equipmmt lms, 3 t3
Equity fimcing,309
Equity participatior 341
Equiry partnship, 319

Equity pml, 341

Eikmn, Truls, g7
Enor of omission, 72
Enor of omision ?2

intentions

within existing orgmiaons,

explamtion of, 38

45

Entrepmeuial mmagement
comitment and ontml of mures
cutturc m4 48
growth orientation md"

ESPN, 159, l0
Esprit de corps, 399
Estridge, philip, 52
Ethics
acmnng fraud md, l71_f 7g, 360_361, 399

md,46-47

48

magement stmcrw ild, 47

mmurcmmt of, ,f8, 49-50

Amqicu attituds

rewrd philosophy a.4748

stratgic orientation md, 46
iraditional vs., 45
Entreprcneurialmind-set, 13
Entrprcneurial orientatioo

ethics md,

,l-4'l

47

phe

47

of, 7,

22

l0

explmon o(

Frcemash, 333
Factor apprcach, 356-357
Factors in valuation , j52_353
Failure. See Business failure

Fmily

wmen

oi 21-23

FatTmc, 130
Feasibility,3S
Fed-Mart. 255
Federal Exprcs, g3_95
Federal Trade Commission, 420
Feedback, employee,399

10-43

as,43-44
4.0

work history of,

Entrcprenemhip.

,See

clso Corpomte entreprenewsfiip;

mtrepreneffihip
definition of,6-7
eonomic development md, 23-25
ofminorities,43-45
Enronrental aalysis
critiel issres for, 205
explmation of, 20!204
Envircnrental issues, 243
Envircnrcntal trends
evafuation ot, 196-197
marketing plan and,234-236

soure ofcapital,3l2

tmnsfer of busincs to, 443

Fanell. Chrisropher,32g
Fmf N. D., 63

expanding custoretbree,229
failure, ability to lem frcm, 18-21
as innovatoro, 8o
interest in, 6
frem minority grcups, 43-45
opportunity osessmnt plan ild, 129
rcle models md supnt systru for,
skills msessment of, 190

74-75

Frcebook 97, 333-336

4o

l5l-152

235

lmt move6 ad,

7-8
of, 13, 15-18

pilrnering of,

strarcgy, ,142

Expedia, 167
Exporting, 147-148
Extemal envimment

challenges md opportunities fog

mgnitive adaptability
definition of, 6-7
eduetional level of, 38-39
effrctuation by, l0
eics and scial uporoibility

Eurcmonitu, l3l
Eurcpem Commity (EC), 153
Evalueretre, 132
Ewing Maion Kauffmm Foundation, 5, l3O, 13l,341,342

xit

Entrepreneurs
of sucessful,

l7l

partnmhips d, 27

explmation of, ?
opportunity identietim phas of, 7-9
source detemination phrc of, 7, 9
Entrepreneurial esoure, 68-9
Entreprcneurial self+fficacy, 38
Enhepreneurial strategy,6T
Entrepeneurial teams- Se Trmwork
age

39

regarding finmcially oubled ventures, 147

sales m4 236
scial respomibility of entreprcnem md, 2l_23

47

magement

mages,

intemational entreprenemhip md, l3g, 139

leadeship and, ll2-lli,2%-285,316-317
negoating md, 419

Entrcpreneurial philosophy towud rewards,47,48

Entrepreoeurial press
husiness pf m devefopment phase of, 7, 9
enterprise

7g

code of ethics, 23

i[egaldowoloadingmlntmet,

towud growtl 48
towffd rrmagerent structure,
towd opportmity, 46

towrd rcsrure,

on, 22

ethis, 22_2j,

of entrcpmem vs.

tow{d comitment of gorcel

toward control of resoures,
towtrd culturq 48

business

Intemationa-l

FeltharL Glem,277
Feltham, Tmi S., 277
Fenrcne, Cfuistorhec 470rr' 4g4n
Feniss, Timoth 133
Fertuclc L.. 331
Feziger, Rubin, 267
Fettem, W. H.,4l
Fiat, t35
Fiegener, Marft K_, 278
Fifrh Third 338
Firal approval stage, vmturc apital, 350
Finmcil control

csh flow mnagement a,2m,390-392

cost md prcfit magemeo! 39t-395
fixed asse milagerent il4 393
inventory magemefiard,392_i93
ovewiew of, 388-389

589

590

INDEX

Financial

ontrol-Cor.

Fox Sports Network, 160

ruord keping and,396

tax |Magerentm4 395-396
Finmcial Indmtry Regulatory Authority (FINRA),
Finmcial plans
breakaen analys'n nd, 294-296

Fmce. M.- 182

Fmchire Rule (Federal Trade Comissim) 420
36.J,

36-367

of. 199.235
explmation of, 2@-210, 282
opeing and capital budgets ild, 282-285
prc fom balane sh.d.292--294
elements

profmmhflow
prc

foru

fm mes ud applicatims of funds

ild structunl @ntols md, 414-415

prodctu{tan@ md, 413
training fm,413-414
Fmcbising
opeEling

inmme staoements md, 235-288

softwre prckage fm.

advatrtags of fnnchising to, 413-415

capirl rcquircrents il4 414
disadvmtagc for,417

kwledgeof maketmd,414
magemilt expertire rud, 413-414

u1288--292

prc

Fmchiw

nd,296-29'l

298

advmtages of, 413-415, 417

Finmcial rios. 353

diudmtaga of,417

Finreing

explmation of, 413

b@tstrap, 326-327
frcm epital ftom family md friends, 312
from cmcial bmks, 3 l2-315

consigment,327

dal

structurc and. 359

l0l(k)s,321

frcm

govmnt

infmal

advutages of frarchising to, 415, 4 17

cost adviltages for, 4 15, 417

ild, 337,339-j4l

frcm intemal funds, 309-3 t0

methods for.2l-263
ovwiew of,336
frcm pqsnd fuds, 3lO-312

frcn

4t8

Fmchircr.4l3

gmnts, 320-323

risk+apital marki

8l

invsfiient in.4l8-421
trademark liensing and, 173
types of,417

debt,308-309
equity,309
frcmextemal funds,3l0

fton

tumtm of.4l2
I imitation strategf

private investorg 3221-326

fmm rcsmb ard developrent limited partnemhips, 318-320

frcm Small Busines Administraon. 3 l5-3 l8
stages of, 336-337

valuation issus a4 352-359

venture capital aod ,341-352
Finder's fe, 192
Fink.Careten. 18l
Fiol, C. Marlae 88
Fircstone. Paul.239

FiBt mov6

disadvantaga for,417
erpilsion isk ild, 415

Fmis, Tho,338n
Fnnklin, Neil,80

Frrer

J..108

Fraud,

mmting,

177-178, 360-361, 389

Fre usmiatim, 103

FreTndeAru (FIA),

152-153
E-,33
Fried- Vae H.. 376
Friends, as soure ofcapital, 3 12

Fremn

R-

Fritz K.

183

Frost and

Sulliru.

131

Fry, Ardrur, 56

Full md fair disclosure, 3

TheFunded.cou 3 I I

First, Tom,2,l4
Fischer, Eilrerl /l()7

Gagfio, Connie Marie,28,62, 123

Gahagm, Jim, 300
Cale Dirctory Libmry, 131
Callaghm, Scon,436
Qallo, Ray,267
Gambhir. Sahil.216
Game Trusq 3l I
Gamon. M..375

Firerv Inc-,307

Ganrcr, 13l

competitive adviltage oi 73
custorer urcertainty md, 76-78
disadvmtages of, 721-75
environmeotal nstabllitty ud, 7 4-7 6

lad tirea478-79

Fixed assets,393
Fletcher,

Jwp[

Gartner, W. 8., 31, 406

138

GC Micro Corpoaon, 187-188

Florida" Richard. 99

Floyd, Steven,6O

GC Micrc Corporotion v- the Dekwe logistics Agency, 188

Geigm, ScouW.,330

Fmu grcups,9-100,232

Genentat 320

Folta. T. 8..62

on Tiliffs and Tmde (GATT), 152, t64

Electdc (GE\, l 13-114, 139, 422
Creneral Fmds, l0 |
Ccqerl Motos.422
Gmeml parmen,318-319

Fo, Maw Der,28,88.

Gereml

123

Foote, P. S., t84

Forced relationshix, 103, 104
Ford. C. M..62
Ford, Henry 38,238
Ford Motor Company, 229
Foreign Cmpt Pracrices Act (FCPA), 138

Fom S-1.367.368

Agercnt

Gmnl

Germ[

valuation approrches. 355-357

Genqal valution method, 357-358
Gogmphical markets, reu 382
Ceorge, BiI. l39n

Fortune Small Business, 193

Forwrd integmtion, 383
Foster, M. John, 156
t()l(k)s, financing fron 321

Gilbe A..32

Fox. 174

Gimm.J..62

George, Gerard, 28, 435

Gaiko, Agne,278, 279

Giffod Sham,28

INDEX 59f
Gimon, Eli.329
Gioi4 D.A.,62
Global busims- Se [ntemtional businas
GlobeTask 113
Glover, Dma- 563u 582n
GNP Inc.,4l2
Going public

admtages

Growth strategi6
diversif catiol 383-385
exmple of, 385

marka development, 382

ovwiew of, 380-381

penerraiotr, 38 I

prcduct development, 382

of,3G36l

aftemadcr suppon following,

Gruber, Kren,210
369, 370

costs of, 363-3,l

Guadmme Belinda I 87-l 88

Guidant

disadvmtages of, 360, 362-364

explmation of, 359
legal issu6 related !o, 369
rcgistratim statemmt md timeiable

m4 366-369
relatiomhip with Enocial ommunity afte4 3TO-37 |
rcporting requiremis aftq, 371
ming of,364-365
underuriter dection and, 365-366

Fireial

Grcup, 321

Gulati, Rmjay,435
Gull, Nicole,279
Gun|{}ert, David E., 63, 216

cnpt4

Gupta.

Sure!

IC,90
249

Gurck Eli,453
Curmlq Shqi,453

Gm.con.

132, 133

Goldsborough, Reid, 249

Goldsmith, Mmhall, I t3n
GonerL Roo,416
Gmdwin, Stepher,250

Gustavsmn, Helena, 406

Custofson, Aon4 9

Cmgle,271

Ham, Jill, 210

Hackm,J. R., 279

Gutemil,8.,32

Grcl4 Michrel,278
Gopa.lakrishnan, Kris, 3l n
Gopher It busins pln,2l6-221

HrefeleJ.W.,

GoPicnic,273
Gordon method, 102

Goumei To Go (Cas Study)

123

Hahn larcr& hrks LLP,257

Hair, Josph F-, tr., 250
Hall leremy,406
Halpqn, S. W., 183

brckgrund,495-496
fimncial informatim md, 497-502

Iame|Gty,122
Hmptm Inn/Suires,

futurc growth and,496

Hmstr4 Marlq

iodutry ao4

49il97

Haner,

mgement

and,502
mnufacturing md prckaging md, 496

mrketing and 502

sale prediction md,

497

F.

I 18

279

T.,428n

Hans Corporatim,

108

Hansen, Cuey,279
Hansm, Rmdll, utl

Hmson, Robin,99n

Govemment

infomtion sorcc frcn l3l-132

Huding, Hmld F., 123

Hanigan, Kathryn Rudie, 437

as source of ideas, 98

Hmis,

Govemment gmnts
explanation of, 320, 322
facts on. 323

prcedure for, 322-323

training gmnts, 323
Goyemmen|Owred lwentoies Available for ceue
(U-S. Patent
Granger,

ild

Tlademark Ofce). 9g

C.,62

Gren trend,9
Crenhoure, S-,279
Gre S.,

183

(Ce

Shrdy), 509-5 15

Crckster, 170
Gross,

G.,32

Bill,4l l-412

Crmnd Round Grill & Bu. 148-{49

Grousbeclq H. Iwing, 3t
Gmve, Andrcw S., 14
Growth

conomic implietims of, 385-387

financial control m4 388-396
of fim.387-388
implications for mtepreoeur, 401-403
prqssurc on mploy mamgmnt m39?_401
pressures m existing finucial rcrcurca and, 3gg
pressue on existing humm rerurm ad, j99j

time pressres and, 39-{Ol

Grcwth orientaaion. 48

Haniston, Michrel, 572o

Hartley, S-, 250, 301,302
Hatemi, Abdulnasser,,106
Hateld, luire,436

Hayek,

F.

A.,408

Haynie, J. Michael, 13, 16, l7n, 31, 32, 88

Hayton, Jams C., 28
Head Ski Company,385

Gmnts. S Govemmetrt gmts

Gren, Beverly, 44

The Cril-Kleen Corpomtim

S.

Hmison, Jeffrey S.,437

Hanimn, San, 122

Head4 Brim,59
Healtl md time mmagement, 400
Halth re imumne, 176-11'l
Health InsurmceAsswiation of America,
Health trend, 97
HealthSource Chiroprutic,

Havh, Gry,418
Hesen, Malg 416
Heffes, Ellen M., 182
Heilbrunq Sibylle,330
Heiremm, Bm, 139
Hein, Nadine, ll
Helfert, E. A-, 302
Hempel, Jessie,375
Heng, Xu,249
Hemicks, Mu( 15n,80n,

Hemn, I:nny,

2ld

123

Henhey Company,,l45
Hewlett-Packard (HP), 56-57

216, 384n

177

592

INDEX

Higginbotham, Iames B, 122

Higgins, Monica C.,435

Inforutioq mrket, l3l

lnfomation

Hill, Katie,370
llillenbrmd Idutries. 15 I
Hillmar Alan L., 89, 90
Hilremth David S.,278
Hiring plan,272

HispmicAmoim,zl4, 187
Hisrich, Robet D., 3l,39,63,

geneel

I I ln, I l5o"

ll6n,

Hofftr4 lvmT-,409
Hofim, John,459
Hofrmn, Mllianu 216
Hogu, Mike,42n
Holda Stephen,492
Holland, Amda, 525n
Holmberg, Stevm R.,436
Holt, Knut, 123

Hore-basedbusinesps, 177
Honig, Benson, 59, 62
131

Hopkins, David S., 238n, 251, 252n, 253n

Horircntal inregmtion, 38f-385
Horizontal mergeq 150
Homsby, Jeffrey,61
Hoskisson, R. E-, 90, 4O9
Hot & Cold Irc., 290
HourPower, I 43
House, Cbtrles,56
Hsieh, Ton 278, 281-282

Hsupply.om, 19
Huffmn, F.,437
Huggim, Kenneth, 376
Hughes, Cbris, 333
Humn resources, 388, 396-397
Huror Shenie E, l2l
Hwmg, Jeffrey,416

lBM,57,

174

Idea stage, I [4

Idqlab,411-412
fdem. See also Creativity

ftative prcblem solving for, 10l-106

innovaton and, [06-l l0
methods of genemting, 99-l0l
nred for new, 99, I14, I l5
opportunity ssessment plan and, 129-130
proection

of,

194

murces of new, 97-98

trends influencing, 96-97

valueoi

ll4, l16

IKEA,397
Imitatim stGtegies, 82-84
lrc- maguine study, 385-387

Indirct exporting,

1zl8

Industry malysis
competitor mlysis as elerett of, 225-226

criti@l issues ftr, 205

explanation of, 204-205
function o( 225
Industry demand, 204

Industry-univusity L9rement1 422

Infomal risk-capital mket
angels involved io,

exptmtion of, 337

prcfile of, 337, 339

inforution, | 3l

infomtiorr 130-l3l
eurcs, 13 l-132

govemment

376,437 , 525n
Hia, Michael A., 28, 31, 90, 409
Hmieleski" Kei 6O
Hmng, H.,62
H@hst Marion Roussel, 5

Hmves,

surcs

competitive compmy md product

for foreign market seletion, 146

339341,142

122. 123,25O,33l,375,

industry md market infomation, 131

sach engines, 132, 200
trade dwiatiom, 132
trade

publietions,

133

Iofosys (INFY),3l
Initial public offuing (IPO)
exit strategy and, 442

explanatim of,362
Robert Mondavi W-mery aad" 36-37

transfming or elling businas through,

zf47

underiting il4 363,370

Imer-city revitalizatior\ 25
lmovation- S Jso T&hnological innovations
adce about 80
corporate venturing and, 5 I
defining

neq 108-l)

explmam of, 106

fedenl grants for, 32fi, 322-j23
Dew product classifiedon md, 109-1 10
product evolution and, 2.[-25
techniques for, 104-105
types of, 25, 10-108
Innovatotr, 80
Iostallment loils,314
Insu|me, 175-177
Integmtion
backward,383

foruard,383
horizmral. 38t-385
Integmtion tasks, 430
Iniel. 343
fntellcnral property
advice reguding, l2
attomeys and, l1, l3

opyrights

6,

170

explanation of, 136, l6l

licensing of, l73-l75
patents as, 163-167
tde srets il, 171-173
tmdemks as. 167, 169-170
Intemal environment- 23 5 -236
Intemational business
entrepreneurial entry strtegic for, t47-15 I
entreprenorial partnaing m, 15 l-152
example of business plil for, 156-157

importane of, 134

market selwtion for, 1 44,
motivations for, 142-143
oveniew of. 127-128
strategic efftrts

oi

143-144

Intematioml entrcprenmhip

cultre md, 138-l4l

distribution systeru aod,

142

domestic entreprcreunhip vs., | 3zt-137

eics md, 138, 139
explanation of, 133-134
family businesres and, 145

imptietions for,

153

intemational tmde bmiem m4 152-153

micro-multinational busimses, 132, 133
technological envircmcnt, 137
fntematioml entry strategim. See Entrepreneurial entry strategies
Intemational patents, 164
Intemational tmde baniem, 152-153

INDEX
Intemet. J a6o E+m;
Web sit6
buiness plm infomtion or 190
as busines plan mre
tml, 19-200
edrcational inforution on 245
grcwing into new markets using, 384
illegal downloading on, 170, l7l
online wice marketplees, 132, 133

wh

mgines, 132,200

shopping compmies. 2a
suweys on, 230

Jordan,

Chda 8.,300

.fordil, Scott,398
JPMorgm Chce, 338
Jungle Jim's Playlmd, 418

Jupiter Media Matrix, 384

Justis, R. T., 331
Kalakota Ravi, 19

l-282

rrading links on, 245

Kamth J. P., 183

I(ami, Kajigailiu G.,

182

tGnprad, Ingw, 397

Iotemet compmies
capiral budga for strt-up, 288
ltluation of. 358-359
Interuela d-o.o Kopq-Victory Sailmakere (Cru Study)

IGnimuri, K.,370

Kater, R- M.,63
Kaplm, Steven N.,374
Kapor,

Mitcl,412

brkgrund md, 502-504

Katil4 Riia,43

cutter drcision md, 50f-505

Elan n4 505-50

Katz, Jercme, 28, 88, 90

firtre

Kuffm Foundaon See

plans

Gaia Cube

a4509
projxf ud,5M

intemtioml prcduction
Kutin mil loftmd.505

Mteting

and, 507-509

strategy and, 5O4, 508

prcmtion md mketing and,507-508

sails ad, 506-507
staff, outsourcing, md rorganiation, 508-509
Interyiews,230

Invam
Imention

Corporation, 125-L27

press,

106

Kauffma, Ewing Maion, 3-5

K6han,Amit, 133
Key sucress factors, 74-75

Inventory control" 21 I
[trventory lom, 3[3

Khosla, Vinod, 370

Iovatory manageme\.t 392-393

Invil0ory tumver ntio, 354
Invesors. Se Businms mgels; Private invstors
ovoluntary bmkruprcy, 452

lrclmd, R. Dme,28,3t,60, 61,90,409

IRX Thempeutics, 4l
Iletive syothesis, 25
J. Watter

Thompsoo, 210

Jack, Suah.60

Kimberly, John R., 89,9O

KinderCare,418
Kindle M., ull
King, Martin Luther, Jr.,54
Kirctoff, Bruce, uto6
Klremer, Genit, 4l
Kfein, Karen E., 192n,229n,26'ln
Kleinberger, Daniel S, 279
l(uwe, R. H., 32
Knight, F. H.,9O
Knoke, David,436

Jaclson, Cuison, 224. 250

Jacksn, Jay, 195
Jackrcn. Kirlc,160
Jackon, Wanen G. , Z2l-225
Jmkowicz, A- D., 331, 376

Knowledge, 69-7 I
Knowledge Adventure, 412

Kmk,Akin,249
Kmwr, Amada C.,42n
Kopin, Sheldon, 192

Jmney, Jay, 6O

Kopit, Alan S., 257

Jmsmn, David G . 33. 123

Kotler, Philip, I

Juilto,

Kova, Peter, zf6l

Kmft,210

J.

Calos,6l

favorcik, Bat4 181

IBS Assciates, 192

Knmmki,8.,32

JC Penney, 143

Krage Nonis

lelrcz. Pam.273
Jen Bekmm Gallery 272

KreIlrerle,Waltq,6l

Jennings,

Mrim Kauffrnm

D. J.,437
Kats, Barbam W-, 28, 3l
Keh, Hru Tat, 28,88,123
lGlleher, Herb, 10I -lO2
IGll Michret P., 279
Kendake, Maggiq342
Kenis, Patrclq 436
Kqin, R,250, 301, 302
Ken, Iohn,376

Inventm. 164

Ewing

Kafmm,

F.

J-,61,62

Kumtko, Donald F., 12,60,61,216

Kushnirovich, Nonna, 330

Muianre,4t

Job satisfaction" 399

fobs, Sieven, 50, 127 .2'12

Johannissoq 8., 62
Johnmn & Johnson (&J), I 12, ll3, 125, 126
Johnson, Catherire,,188
Iohnson, E. Scott, 182
Joint ventures
explamon ol421-422
factoE in suc@ss of,423424

intematimal. | 49-l

50,

422423

research and development limited partoerships and,319

types ot, 422423

IaBne,Polly,l22
hbatt Brewing Compffiy Lt-,445
kCugna J. R.,90
LCesre, David, 279

lrkeport Brwing, 439440, 453,456

bks

Eotertinmmt, 160

tkhmi, Dave, 14-15

Ikshron, Nadini,370n

tmqq L.

M,46l

Jmes, Craig, 3O0

Iadau,Znv,279
tndstrm, H.,62
lfle, Peter,60

Jones, Parce, 401

Language

uw,

137

Foundaon

593

594

INDEX

lmq Theresa, 29
tmon,A.,62

lmns
chmter lms,

314
fmm comwial banks, 312-313, 338
coovmoral bmk,314

Lathm, Smtt,460
Lawler, E- 8., III,279
lawyes- See Attomeys

l:wyes.con

insrallmt loffi,314

257

lmg-tem

Lams, Brue,492
Irad

loffi,3l4

Small Busines Administmtion. 3 l5-3 18

time, 78-79

straight

comercial

Ladership chmcteristics, 53-54

tcke. EdwinA.

ta, Nomm,

Icr,

W-rllim,38

ImgR.A,H
bng{mlm,3l4

kgal

issues

tmgevityAlliace, 97

159

mticipation of, 203-2O4

finder's fee, 192

foms of

Isch,

busiress, 258-263

for intemaaioml entrepreneunhip, 135-137

rclated to going public,369
in setting up orgmizacions, 163, 257

Ihmm,

Donald R .249,250

lms,

J. W.. 279

tss{ienDatioo, 20, 2l
Lubatki, Michret H., 107
LumpkirL G. T., 63, 88, 90

MrcMillm,

IarL 29, 31, 37

Macne John.214

tciber, Nick,272n
LeMieux, Aarcr 451

Macy, Rowlmd Hussey, 455

lrch,

Madden" Terry,321

Madan, Smjay,281

Renata L., 249

Levemge ratios, 354-355

lveaged buyout (LBO), 429-430

Madden, Tirlr 321

[-Yesque, Morm,62,88

Maddy, Monique,460
Madoff, Bmard L-,316
Mail suweys, 230
Mjority interest, 150

Imhn, Ber.338n

lcwis.V.L,33l
Li, Yao Tzu, 33, 123

Liabities
of business owners, 258
ofnewness, 84
Licensing

ff

entrepreneurial enty stmtegy, 148

explrntion of, 173
revenue through, 173-175
Lichtenstein, Benymin 8., 88,90

Liebemn, Mmin 8.,88,90

Life insuance,

176

advmtages of, 268

chamcieristics of, 267-268
explanatiu of, 258

liability in,259-260
corporation vs., 265
succession in, ,144
S

issum fq,264,268

Limited liability pafrership (LLP)

ontinuity in,260
explanation of, 258
liability in, 259-260
management

ontml ifl, 262

prcfit and loss distibution in. 263

tax issues

fq,

Mi!" The Little show That

ABBA m4 435-486. 488
bckgruod m4 48.1-485
Brcadway ad, 490-491
m businss,49l
'Chess" m4486-487

Indon thter md,

rcd show

l.Mage|iML

264

(case study), 484--492

487--488

md zt89-490
See

omitrcnt

qh Entrcpreneuial mnagemflt

to corpomte entreprenembip, 55

of mketing plm, 235

participative style of, 397
Milagement buyoua, 446447
Management conkacts, 149
Milagement structurc, 47

Milagemeil

team

dwelopment of, 257

fircio of.27l-272
Mmaging newness strategy, 84-85
Mmging underuriter, 365-3
Mmgelsdorf, Marn 8., 386n,,108
IVfanres, l4l
Mmufac[rrers' Agens National AssAio, 229
Manufrcnrring budget, 283
Mmufrcturing opemtions, 198- 199

Mrcial. Gena

168n

Margjre,24l-242

tnnsfer of intercf in, 261

Llmited partne6,318
Lindmarlq L, 408

MrionMmill Dow Inc-,5

Linduy, Nel J., 123

Market

LinkExchange. 281
Lipscomb, Steve, 159-160
Liquidation- .See Chprer 7 bmkruptcy
Liquition value,357
Liquidity ratios, 353-354

Litec Matt, 145

Liu, Chung{hiun, 107
Living and [ming 418
Lloyd, Phyllida, 488

cold!

as element

123

Limited liability compmy (LLC)

tu

Mddck. G. Michael. 105n

"Mm
zffi

explmtion of,29!294

Lim, Boon Chmg,28,88,

314

lO6

Mrino, tuis,436
Maion lbomtoriq. f-5

explmtio of,

lt

frmchisor knowledge of, 4 14

opportruity roressment plm ild, 129
refation of foreign , 144, 146
Markel developmmt straregies, 382, 385
Markel extension rerger, 15 I
Mket infomtion. 13t. 195-198
Market knowledge, 69-70
Milket potentid, I 95-196

INDEX
Milket sope strategi6
brcad-scope,82

nmow-rcope,8l-{2
Mtrket segmentatioa, 238i9
Marketing, 120,2,10
Mrketing mix
critical dcisions for, 237
explanation of, 236-237

Mrketing plans
chmteriscs o( 233-23
exmples of, 251-253
explanation of, 234
flowchart of, 238
function of,232-233
implerentation of,2z16
imponmce of,208
ndustry mlysis m d, 225-226
mketing mix ild,Z3G23j

maketing rewch nd, 226-232

monitoring of, 246
steps to prpile, 237-246
Marteting resmh
malyzing and interyretitrg rsutts of, 232
dehning purpore or objrctives for, 227

explmation of,226
gathering primary sotrce dat fu, 229-232
gathtring smoodaq/ wre dara foc, 22j 129
Marketing strategy
budgeting and,2.16
consumer products vs- business-tGbusiness prodrcts md, 244_246
distribution u4 242-244
explanation of, 240

pricng znd.,24l)42
product or reruice md. 2,lO-241
promorion md, 244
lvf aketing systen 234, 235
Makmm, Gidmn D.,59

Milkowitz, Slephen,

15

Marks, Alan M., 300

Mrkups,24l-242
Makus, Christen,8T
Mrone-Cinzano, Eruicq 71
Man, M., 183
Mushall, Jeffrey, 182
Mashalt, Smantha, 290n, 44ln

M6lin,

Janer, 492
Mason, Colin, 215
Matherne, Brett P-,
Matson, E,437

Manel,

t5

strategy, 83-84
Medical insurance, 11 6-I'17
Medtronic (MDT), 76, 139
Moetap,272

150

for,428
objerives, 428-429

tmsfening

sfing businas

or

through, zl47

oi

types

150-15l
Messm, Max, 23n

MewluZ.R.,32
Michael, Srevil C., 436
Miqemultinational hsinesses, 132, 133
Mcr@lamics fld Computer Tebnology Corpomtion (MCC), 422
Micromft CupomtM, 173-1i4, 281, 4lz
Faebmk and,335
Microsoft CopomtionnrIBC Univereal, 422
Micrcsoft Exre[,298
Microsoft Offie Amnting, 298

Mightyligtr

370

MillerBrcwing, l5l
Min, Smgwmt,89
Minority idesa, 149
Minority+wned businsses, 14-45, 188
Minority small-business invstment @mpuies (MESBICs), 343
Mises, L. V.,3l
Missim statrent
explanation

o{

205

in muketing plan,236
MII,314

Mitchell, Rm,29

Mixorl A. Malachi,

fi"

125-12'1

MJMdia.42'l
Mrchd,L,zl{D
Mohmty, Sumendm,2l5
Mondavi, Robet C., 35-37
Moner-Colonques, R., 18l

MoneyTrre,4l6
Monsmto,343
Montgomery David B., 88, 90

Mmre, John,492
Msal-suppol netwod$, 4 I
13

Morgan, J. P.,419

Monis, Michrel, 249

Morison, Edwild R-,459
Monison, Jmnifq, ,t6l
Mmissey, Briu,30l
Morsg Eric,29
Mosakowski, 8., 3l

Moskovit4 lhstn,333
Mount, L, 184
Murphy, Anne, 33 I
MySpace,97

29,31,32,()8

Mctaughlin, Molly K., 216

McMullan, E4 406
McMullen, Jeffery S., 29, 31, 32, 88, 90
McQumiq E- F.,32

'Me-tm"

iniemtimal busin6,

moti!"im

Morga, Karhryn 8a,43

McCall, Kimberly L., 236n

McClatchey, Christire, 376
McConnetl, J-,437
McDonald's, 83, 150, 1?4,4t3,418
McDougall, Patricia, 29
McEvily, Suun K.,89
19,

Mom, cwfl,250

285
Matthews, C., 32
Maxwell. Brian, 379-380
Maxwell, Jennifer, 379-380

Rit4

Menton,4l-43
MacExchange, 167
Mergent, l3l
Mergem
detemining value o{ 429
explmation of, 428

Morgan, Howard, I

15 1,

McGmth,

Mehta Sephroie N., 279

Naffziger, Dmglro W-, 459

Nanotehmlogy,42, 107

Niltell,

T.

Notucket

J.,437

Netffi,

244

Napsier, 170

Nmimb4

Subba,376

Na4 C. A., 183

Nmw-scope strtegy, I 1-82

595

596

INDEX

NationalAercnautia md Spre Administratio (NASA), 322

Natimal Association of Small Buims Investrnot Compmies, 130
National Business lrcubation Assciarion" 130
Naonal Science Foundtion (NSF), 322

National S@uities Mekets Inprcvemmts Act of 1996, 369

Narioml Testiog Cente6 (Nrc), 165, 66
Nariml Trade Dat Bank (NTDB), 146
Nariond Venrc Cpital Assrcialion, 130, 350, 416
Native

Arerias,

Naurre

Bm. Ltd. (Cse

44
Study)

brckground of, 550

new product dvelopment an{ 557
objetivc and, 552-55d 556
plant md equiprent, 557
prercnt sioration and, 55O-55 I

prcjetions md,552-557
Nature's Fomula, 307

NBCUniveml,

174

Nate, Margaret
Negotixim

A.

, 411, 432,431

deeptim in,4l9

stlegies for, 426, 432-433

tslc for, 430-431
NoMed Tobnologies (Care Study)

be*gmnd of,525-528
busiress model an4 530-5ll
CAD diagnostic prmedurcs ad, 528
compmy sinration ad- 532-534
@mpetitim md,530

New entries

ilsessing attractivenas of, 7G-73

customer uncertainty and, 76-78
deision to exploit or not exploit, 72-73
deisions under uncertainty 2n4,72
entrpreneuial remures and, 67-70
evironmentl instability an4 7+76
explamtion o( 6-7

infomation on 70-71
intemational. 147-15
lead time

ud

78-79

rmurc & source

of competitive advatage and, 67-68

New entry exploitation

iltry stratgy for, 73-79

risk reduction stmtelis for, 8l-85
Newmn. Rick. 122
Ngiam, KeMin, 183
Niagr4Vincent" 417
Nicholas,

A..

Obama"

l2l

Bmk

164,316

O'Brim, Jeffrey M., 278, 301

Obserotir:n" 229-230
Occuparional Safay nd Halth Act (OSHA), 98
O'Connor. Edward J-,88
Ofrcial Gqzeue (U.S. PentmdTdemark Offi@),98, 170
Ohlson. tGisti.216
Oklahom Naionl Bank (Ce Saudy)
Packgrcuod of, 563, 565-566
competition ild, 57 l-572
cultre m4 570-571
fi nmcial perfome md, 56G570
future and. 572
Oklahoma banking indutry

184

Niaenberg, Brad, 21 l, 27 2
Nike, 164
Nilsren, David, 321
Nolen-Heksema. S..32
NoMoreCold-Calling, 229
Nonampete ag@ment, 194
Nondisclmure agremilt, 17 2. 1 94
Nonequity mangerents, 148-149
Nonvertal comnunication, 139-140
Noelli, Ron, zt44
North Americao Fre Trade Agement (NAFIA), 153

il(565

prcducs and,56
U.S. banking idustry il(563-55
Olln Kemeth W., 2
Olmstead. L.. 183
Olofsson, C-, ,108
Olson, E. M.,9O
Omidyar, Piene M., 370
one2one [eming Foundion, 306

O'Nelll,

cmclusious md 539
corcnary artery disase md 527-528
financing m{53ul-535
nrcltr dinmtic imaging and 528-530
vetrture capitl finming md,535-539
Nestl Toll House Cf. 321
Nstl USA. 380
Net prcfit margin, 355
Neubaum. Donald O.- 89

l3l,

Novatiunu 370
nPowe Pesonal Emgy Ceoetor, 451

mket dymics ad,571

ssssrents for, 431-432

honesty and

North Arerican Industrial Clasifiqtion System (NAICS),

Norton Clinl 30
Nortolr Willim L, Jr.,

Sm,

168

Opemting budgel 282-285

Opemtions plans, 207-208
Opportunity ffilysis, 8-9
Opportunity ssessrent plarL 8-9, 128-130
Opportunity, entreprcneuril qientation towe4 46
Opportuity identifi mtion, 7-9
Opportunity rdognition

explaation of, I l0-l I I

infomtion soug and l3Fl33
opportmity $sessrent plm ild. 128-130
Opponunity, window of, E, 1,7l-72
Odinsry innovatiotrs, 25, 107-108

O'Reilly, Brim,216

Orgmic{rienttion

trend, 9

Orgmization culture, 27 l-27 2

Orgmizational plms, 208-209
Organizations
bord of advisors foc 274
board of drffton for, 273-274
capital requircments fu, 2.61- :262
continuity of, 260
msts of starting, 20
design of, 268-270
entrepreneurial intentims within existing, 45-54
establishing corpomt entreprereurehip in, 54-57
legal issues ln setting up, 163, 257

limited liability ompmy nd, 265-268

mmagerent ontrol of 262
mamgene nt lem md qlure in,27 l-212
new prcduct clmsifitid by, lg)-l lO
outside advisos atr4 274-275
omer liability in, 258-260
owneship and,258
prcfit md loss distribuim in, 262-263
raising capital for, 263
S corporatims md,265_26
tax issues for, 263-265
trmsferability of intercst in, 2l
Ortinau, David J., 250

132

INDEX
Osbom, Alex E, 123

Pinchor,

Orcrmd Belle,96

PixaAnimion Studios. 174

Plant patents, 164

Omerequity,294

Plunkett, 131
Pofldt, 8., ,+08

Packrd, Davi4 56
P^grc,5t ve,42.6427

Poker, lelevision, 159-160

Pof

Page,Iary,272
Pap, Peter, 193

Polical riskanalysis, 136

Polonchek, Am 376
Portfolio of initiatives approach, 80
Portfolio Reseach, 333

Pmmeter malysis, l0
Prmoi4 lzl-15
Parer, Justin, 65-6
Prisi, Fancisco, 182
Pak, Chmlsmn,406
Prk, Seung H.,436

PoshTots,384
Port, K. L., 183

Porter,L.W.,279

Pames, Sldney J., 123

Paficipative style of magement, 397-39g

Partnering, entrepreneurial, l5

l-

152

Partnmhips
budgeting decisions in, 282-283
capital requirements for. 261

continuity of, 260

Price Club, 255

milagereotcontrcl in, 262

tax issues for,26|265

irmsfer of intercst in,261,444

Patent C@pration Trary (ICT), 164
dbo Intellctual prcperty: U.S. paient and Tndmark Otrie (pIO)
application for, 165
business method, 166-167
cheHist to minimire risks regading, 167

Pareots. Je

explmation of, 163

infringemem of, 166,

168

ticeroe agreement for, l?3

patentlcenshg businesses,

168

164

types of, 163-164

Patrick, Dmen,374

A, I[,436

Penetration sttgies, 381, 385

Pemington, AprilY., TlrL 398n

Penose, Edith,407
Pennila, Chis, 279

Petes, Michaef P., t I In,

Petersen, Chis, 122
Penus, Michael L., 107

Philip Monis, 143, t5l

Philips, Edwrd A.,460
150

Pilmar, John, 249

229

Principle of effativeness, 4@
Principle of prioritized plmning, 401
Principle of malysis, 401
Princple of emwork, f@-401
knowledge, 70

hioritized planning principle, 401

Private invests. Se alro Bminess angels
busnss ples md pitches md, l9l-194
chmteristics of, 339-340
private offerings fm, 324
Regulation D md, 32,1-326
statistics regardi ng, 339-34 I
324

explamon of,324
Regulation D and, 324-326
Private venture-capilal firms, 343
Prc foma balane slree,292-294

Perry, Stephen C-,215

Pemonal suweys, 230

Pickens, T. Boone, 305

Pickus, David, 418

oi

intemtioml mkets, l,l4

Private offerings

Psdue, Fmk,95
Perfrct Dimer, 210

183

exptmtion

typs oi

Pepsi-Cola, 135

lit

or mugins and, 247-242

Primary sources

Priu

ulOS

Peachtree (Sage Softwre), 298

G.,

mkups

Pricing mndment, 39

rethods to gather data trom,229-232

srart-up without, [67

Pike,

cotrrptiton and, 242

@sts and, 241

Principle of analysis, 40O

Principle ofdese, 4@

provisionat application for, 164-165

Plilips Petroleurl

Priceline.con 167
Pri@Snat,255
Pricing

on

Perceived desimbi

PowerBalnc-,379 380
Poza. Emesto, l45n
Itu, S.8,63
Prrcept Busincs Services, 30

Price, Sol, 255

profit md loss distribuon in, 262-263

Pqrce, John

Powell, W.,62

PBilt

liability in,258-20

Patzelt, Holgeq

Powell, Gary N-,60

Preliminary screening, venture carical, 349

value of future c6h tlow, 356

explanation of, 258

legal feto6 irL 259

refom bill for,

uoid Corporatio n, 523, 524

Politica.l-[egal envircnment, 135-137

Polical philosophy, l4 I

Paine, Kathuine, 14, t5

ntflational,

c., III,63

Pinedat, Yovmna, 330

Outsourcing, 132, 133

Owafer,244

tl5n, II6n,122.123,250

Prc foma esh flow, 288-292

Po fom incore statements

explaation of,285-286
prcpuation of,28-288
prcjtions for 292
Pro foma mres md arplications of
Problem invmtory malysis, l00 l0l
ProCore Laboratories, 308

Prctef &Gmble, l14

Prmoor, Roy.492
Product development stage, I

l7

fu

nds.296-297

597

598

INDEX

Product development straegis, 382, 385

Product-evolution pmess, 24-25
Prodrct extension rerger, 150-l5l
Product life cycle, I t t
Product plmning md developnot prcess
concept stage o[, lf4, I 16-l l7
establishng elution aiteria duing, I l1-114
explmation of, 1l I
idea stage of, I 14
prcduct development stage of, I 17
test milkeling stge of, t 17
Product sfety ed liability, 137, 175
Production budget, 283
Pmduction control,211
Prcduction plans, 207

ProducEvity,399
Products
classification of new' 109-1 10
competitive compily and prcduct infomtion, 131
dening new, 109
of franchlses, 4 l3
horizmtat inaeglion md, 38t-385
new uses of, J82
as source of

idm,

Ratios

rctivity,354
calculatim of

Refltm tsks, 18
Registration statement
explanatim of,366-37

plwdwfu,368-369
Regulation D

Progressive Rehb,418
Promotion, 244
Prcperty insumnce, 176
Proprietorships
capital requirements fo( 2 I
continuiiy of, 260

Religion,

367-368

expluatio of,32t1-32
filings under, 337, 339
Reis. Bob.95

l4l

Relypsa 416

Rorgmization

,See

Ctnpter I I bmkruptcy

RepHmttrnet,229

Replrcmntvalre,35

Rserch ud developlmt
benefits and cmts

mited partnffihips

of,319-120

@mpouts oi 318-319
in, 262

prcfit and loss distribum in, 262-23

tax issues for, 263, 2
trasfer of intercst i, 2 I
Prospatus, 367-368
Protectionism, 152
Provisional [Htilt apptication, 16,1- 165
Prowse, S.,375
P2P companies, l7l
Public domin, 163

Public-equity mrket, 337

Public offering. See Initial public offering (IPO)
Publix gcery store, 297
Purell, C., 183
Qian, Gongming,407
Quad Mark 50
Quality control
explanatioB oi 2l t

of frmchires,4f,l-415

examples of, 320

explarntim of,

3 18

prcedw fm,3l9

Rqreh

and development (R&D), 98

Reseruatim prie, 431

Resoues

cominent and control of,

cmting hndle of, 68-70

497

deteminatioo of requircd, 9

entrcprcruial,6&59
explanation of, 68

soure of mmpetitive advmtge, 67-68

Ressi. A&o,311
Ressi.

Alq.3ll

Restoation+imtation- 2O. 2l
Retum m inv6trient, 355
Reuber. RebecmA...l07

Revure bminstoming, 102

Rewadsysen 47-48, 53, 5

Reae.

Zabihollah. 301

Rhods. Davkl 301

Questonnaires

exmple of,

231

fuoction of,230,232
QuickBooks (Intuit Inc-), 298
Quiet period, 39
Quinta Corporatior. 197

Riddle, Liesl 155

Rinn. Andrcw.2?9

Risk
expruion,415
explamtim of,8l
window of opportmity md, 8

R. H. Macy md Co.,430
R&H Safety Sales Corpm 98
Rapoa, J., 183

Repapof, Alfrc{
Ratio analysis,353

300

Amsie (RIAA),

Refemlsms,34l

Prcfcsional employer orgmizations (PEOs), 397

Prcfessiomfsupport networks, 4l-43
Prcfttabity mtios,355
Profits mnagement, 39,+-395

explmation of, 258

legal frctors in, 259

353

levenge 35zt-355
liquidity, 35F354
pmfitability,355
RawlinsoL I. ceoffrey, 123
Ray, Somv,87
Rayasan Rauka, 330
Rel 6tat loans,313
Rmalysis principle,,l0l
Reord kcping,396
Rtrording ldustryAswiation of
ReycleBank,416
Red hffiing,368
RedPeg Ma*eting,271
Reebok 164.239

pmpctrs m4

98

mnagemqt control

fimcial,

fimial,353

Riskassruml

209

Risk{aptal milkets, 337

Risk rcdrction strategies
brcad-scope,82

imitation.82-84

170, l7 I

INDEX
mmaging newness, 85
omow-sco[E, 8l-{2
Rizzo, Fmnk,492

Sandoloski, [e,418
Smtiago Solutiom Gmup, 384

Sapieua [L J.,90, 123

Smvathy, Smq l(F12,29,3O
Sarbas-Oxley Act of 2002
explmtion of, 177-178

Robbie, K.,62
Robbins, D. 8.,437
Robbiro, Mclrar 461
Robert Mondavi Wirery 35-37
Roberts, Michael J., 3t
Robetson,

finmcial trmparency ad 361

funaion oL273.)62
reporting requirc|mts al4 371
Sarkil. M.8..437

Thmas, l09

Robimon, Willim T., 89

Rche-Tarr, Dona E., 27 9
Rrckefeller Fundation, 370
Rodriguez, Alex, 316
Rodrigrez, Julie,44
Rohrbach, Bemd, 100

Satym (SAY), 360

Saverin. Eduardo, 333
SBIC fim. S Small businm invatrent companies (SBIC)
SBIR gmts progrun, 320,322-323
Scarbrcug[ Shehy, z16l

Role models,,10--41

Schaper, Michrel, 155

Romtrdt, Robrt C., I l, 62

Rmq Robert,540
Rosati, Fabio, 132, 133
Roseq Ber 62

Scheinfeld. R. C.. 183

Schilling, Frederick,,l45
Schindehutte. Minel 249

Schmid Makm M..374

Schmitt, Emily,297n

Rorenberg, Nthan, 90
Rosenberger, Jeff, 436
Rorenburg, K-.437
Ross, Christopher A-, 60

Schnm.

S. P..90
Schnw. G..31
Schreiber.

Ieff.3l0

Willim

Round, Johr 156

Schulze,

Royalty partnership, 319

Schumpeter, t.

Rubanik,

Yuri,87

(Cffi

Schut, H., 32

Schwartz, J. Stanford, 89, 90

Scope,8l
SCORE. Sa Sewie Corps of Retired Exwutivo (SCORE)
Smtt evest LLC, 398
Scott Matthew.3?0

Study)

brckground of,5,10
business descriptim md 54[
business
fi

nancial

leation and, 542

inforuti on nd, 542-549

romgenent/oemtions

ud,

542

mketing

component md. 54 l-542

product description and, 541
Rugmm, Alan M-, 407
Rute 145 (SEC),337
Rule 146 (SEC),337
Rule 504 (SEC), 325
Rule 506 (SEC), 325
Rutherford, J-, 183
Ryan, Kenneth 8., t82
Ryan, Paul, 168

Sebastian. Robert.

lTln

Secondary sourcc

explanarion of, 227

function of.225
on intemtional mkas. 144.

l16

rcgisttion statemeot Md, 366-367, 368-369

rcporting requirements md, 371
Srcurities Excbange Act of 1934, 371

advantages of, 26
disadvantages o( 266
elhics md, 267

Seda. Cathqine. 245n

Seiko,517

explmation of, 258, 265-266

limited liabiliry company vs.,265
succession in, ,144
Safeway, I 74

Sahlmm, WilliamA.,215
Sahu, Vimal, 249
Sale of business

ditect,445446
employ@ st@k option plan md,

magerent buyd,446-447
budget, 283

Salescontrol,2[ I
Sales erhics, 236
Salmn, Iessic Ragan,
Sm's Club, 255
Sadberg, Sheryl,335

Sruchengins, 132,200

financing issues md, 324, 32.6, 337, 339

going public md, 359, 362-363

@rpotion

Sales

Seama. Smuel- 248

SaRail Interotionl Irc., 78

for market resffh d^fa.227128

Squities Act of 1933.339,359.367
Seurities md Exchuge Comission (SEC)
finmcial transprency ild, 360-361

Rule 505 (SEC)- 325

S., f07

A-,3l

Schuppe, W. P.,,1l

Rudelius, W., 250. 301,302

Ruefli, T. W., 90
Ruekert, R. W.,90
Rug Bug Corpotion

31

z146

Self<fftacy,38
Selta D. D.,437
Semiconductor Resroh Corpomtion, 422
Sempere-Monenis. J., 18l
Sewie Corps of Retircd Exeutivs (SCORE).l3O, 1n,232,456
Senior Helpes,418
Senrcy, Bedc A., 374
Sequoia Capital India 370
Seruice compay marketing plaq 253

Services.98, 108,208
frachires offering,417
?-Eleven Convenietr@ Stoffi, [50
Sxton. D..62

301

S. 123
Shanley, lvl-, 9O, z160
Shme.

Shapero,

Albe4 3l

599

600

INDEX

Sharper lmge, zl48

A.,
437,60

Shephe4 Dea

ShemAct

Staft-ups
17

n, 29, 3O, 3 1, 32, 1, 62, 8& 90, 2102n, 107, 4O8,

428
Pilar. l4n

Shem, Alia

Strader, Rodre 88,90

Siegel W-,437
Siemens (Sl), 138, 168
capit|, 349

S.w,
Stein,

Alok

H.,436

Alexilder,2l5

Seinhart, Michrel J., 216

Stelter,

121

DmiI,301

Stemmle, Demis, 50

Sinegaf. Jim, 255-256. 269, 279

Singh,

183

Saensm. IGvin

338n

Silva. Spener,56

Slmnde Mark
Simon, H. A.,3l

B.,
8.,62

state, w.

Signifimt mpital appraiation, venme

Silimn Stonge Tchnology (SST), 364

Silvu4mberg, Jesica.

capital budget for Inteflet, 288

msts of,260
failure of,447-448
wnture capital fimrcing ad 416
without patents, 167
State-spomored venhrrc-capitat rn4 343

Stem, Brett, 297

Stevenson, Howard H., 3 l, 45, 50n, 61, 63

3?0

SiugulrRewh,

Stflart, Wayne, Ir., 89

168

Simon. D. G..31
Sitkin. S. 8.. 32

Stickney, Clyde P., 302

Sock eles, 353, zl42

Sihration malysis, 237

Stodder, Cayle Sato, 78n

Siwilop, S., 182

Skills ffsssrent, 190
Skolnik Industriq, 392
S[],MalL 427
Slatr, S. F- 90

Stoller. Gregory L., 470n,,184n

STP (segmentatioo, targeting and positioning) prmss,

Slower,
Small

Frell

Su:ake,

K.,37

Busim Adminlstmtion

(SBA), 43, 130, 188, 190, f93,

15-318, ,14?,

Busiress Development Cenes (SBDC), 130, 190, 456

Busincs Innovation

Rawh

(SBIR) pmgran 320, 322-323

businss investment compilies (SBIC), 343
Business Investrent Aca of 1958, 342
Sunll Business Prctection Act of 199,265
Small Bsines Tahnology THSfer Act of 1992,322
Srall Buines Tehrclogy Trosfer (STTR) prcgm, 322-323

Smith

Brck

lml

t4

J.,62

Strandholm, Kuen,436
Su-ategic orientation, 46
Stntegic tasks, 18

Stremctrt, l?0

454,456
Small
Small
Small
Small

comercial

Straight

29

Smith. Federick W. 93-95

Smith.JmIC.46l

Srmbe, M. S.,32
Stritmberg, Per, 374
Subway,413,415
Suaession
explanation o( zl42
to family members,443
lo tronfmily rembers,
Sulliva+ J. D' 183
SuperValu (SVU), 297

143-4,14

Supplies,235
Support system

Smith. Kare.214
Smith, Ken G-,406
Snap Fltness fnc., 418

moml-support networks, 4l
professional-suppof networks, 4l-43

Snyder, Rick,42

Surueys

Smal network Web sites, 200

Faabmk 97- 133-33
Social structure, l4O
Scial trend,97
Soffbant Capiral, 3l 1

explmation of, 230

focus grcups, 99-100, 232
methods for, 230
Sulon, R. t-,32

Smfeldq C.,32

Softwre

Swirching costs, 79

mcial,298

Synetgy

venturscapital investnent in,

Soh Pek-hooi.375

314,

345

Sohl, Jeffrey, 342

explanaon

oi

joint ventures
mergers

425

il4

150

md, 15l

Syntex Corpomtion,320

Song, Jaeki, 249

Sonnenfeld, Jeftrey A-, 278
Sony, 174

Soucw.

Miim

492
Souds, Willim 8., 104n, 123
Soitaris, Vangelis, 375
Southlnd Storcs, 150
Sothwest Airlinq, 401-402
Spmx, 108
Spindlu, James C.,374
Stgen, Rand, 105
Stakeholders,22
Stambergm, Juli4 273
Standard lndustrial Classihcation (SIC) codes, 132

Stanftrd Univesity,

Stk Matrhil-

215

314

Taantino. David, 301

Tilget markt
explanarion of, 237-23E

milket sgmentatioo
strcngths

23U239

^nd, of,240
md weaknarcs

undestandin g neds of , 239-24O

Taub, R. P., 123
Tauber, Fiward

M., lOln

Taulli, Tom, 374

Tauoton, Peier, 418
Tbx issues

for corporations, 24, 265

for entreprenem, 395-396

rergmmd, l5l

ll

INDEX
Trilogy Limited,320
TriNet Employer Group Inc-, 397
Tubs To Co, 418

for part nerships, 263-265

for proprietonhips, 263, 264
Taytor Gitu,427
Taylor, Mandie, 30t
Taylor, Steven A.,250
Taylor,

Tal,

Willianl

Tdor, Keith,384
Tum-key prcjecs, 148-149

Tumq Test Prep Co. (Cse Study), tt-467

122

Tistirl Mrcus,492
Twomey, David,461

Roberq 397

Tem spirit,398

'l!o,36t

Tamworlg 52,54
management

tram,

257, 27

17

Ucbromn, Deniz, 89, 155

Ureno, Mac,529

Teamwork principle, 4O0-40 t

Terhnological innovtions
combining, in megem, 151

Uncertainty

corpora0e entrepreneurship md- 55

fo customers, 76-78

evaluang potential, 203

demd,75

explaation of,25, 106, 107

intemational milket ild, 137

technotogical. 75-76

making deisions unde 72

underuriting, 364, 365-36

afterurkt support, 369, 3?0
IPO and, 363, 370
Undeuring syndicate, 365

knowledge md,70

Tahnological un@rtainty, 75-76

Jinl 307, 108

TelePay,306
Telephone suweys, 230
Television pokec 159-16O
Teplensky, Jill D., 89, 90
Teresa Cascioli Charitable Foundation,
Terhanian, G@rge, 214
Test marketing stag, I l?
Things Remenbered, 143
Tehan,

Third-pany mngements,

Unilevq,343
U.S. Bancorp, 338
140

135

Thomson Reuters,4 [6

3i,370
3M,52, 56-57, 313

Tire magement,

388

benefits of, 39-400

principles of, 40G-4Ot
Tiscione, Anthony, 426
Tiscione, Jmes, 426-427
Tolshchikova, Nadya, 525n, 572n
Top mmagement commitment, 55
Torgrimson, C. G, 32
Tones, Nichole L., 257n,461
Tosh, Ronald,418
'loyota,7 5,422
Tozzi, Iohn, 4l6n
Tmde

bffiie$ to,

152-153
entrepreneurial entry and, 147-148
Trade assmiations, 132
Trade

5O1

blms, 152-153

Trade publications, 133

Irade sarets- .See ho Inellectual property

explanation oi 171
nondisclosure agrrement for, t7l, 172
protection of, t7 l-173
Tademark Electronic Application System (TEAS), 170
Trademark Ofrcal Cazetle (U.S Patent and Trademark Office), 170
Tademrks. Se also lntellectual propty
explanation of, 167, 169

tirensing of, 173

registering of, 169TmlIer, Barry,229

170

Training

employe,399
franchisre, 413--414
Tansition Netwoks [nc., I 19
Trilsport mode selection, f92
Tremont Elctric,45l
Trends.96 97

U.S. Bmknptcy Court, 450

U.S. Chamber Small Business Cener, 130
U.S. Department of
U-S. Department

Comerce,

| 46, 290,

3U, 444

of Defeme (DOD), 322

(E), 322
of Health and Human Sewhs (DHHS), 322
U.S. Dpartnent ofJustice, 428
U-S. Department of Labor. 177
U.S. Patent md Tdemark Offire (PTO), 98, 163, 164, 165, 169-170' 426
U.S. Tremury Department Omce of Thrift Superyision (OTS), 338
U.S Departre of Eneryy
U.S- Department

Udvesity-spoosored venture{apital

fu nds,

Upton, Nmcy,248

USAA, 1 18
Uwenr, J., 43?

Utility patents,
Uzzi,8.,62,63

13

Valuatim
activity ratios md, 354
facton in, 352-353
general approaches to, 355-357
genemt rethod of, 357-358
of fntemet companies, 358-359
levenge atios md, 354-355
liquidity ratios and, 353-354
profitability raos m4 355
mtio mtysis and, 353
Value-added chain, 383-384
Yaltes. ate, 23 . 272
Vm Auken, Howard, 300
Vadmberg, J. D., l66n
Vmneste, Sven, 182

Venkatraman, S.,
Ve

nt[e-@pital

3l

fim,

evaluation of, 3l I

Venture-capital nvestments

qiteria for comitment of, 348-349

in developing world, 370
explmation of, 341
favorite startups,416
historiaf backgrcun d of , 342-344
by industry recror, 344, 345
methods for l@ting, 350
by region, 34-347
risks and retums for, 348
saregies for obtaining, 35O-352

343-3'14

602

INDEX

Venture-apital mired ptuerships, 341

Ventrerapital market
explmtion of, 337
Wofrleof,344-346
types

offim

Williams, Colin C.,

David,250
Wiuiams, Tbd,373
Wilw, Charlie, 78
Wilson, Sara,301
Window of opportuity, 8,46,7l-:72
Window Works,4l7

in,343-344

explrution of,347
s{ags

it

344, 345,346,347-350

Ventrc Frcgs,281

W-mer.

Venturc\ 205-207
Vebeke,

Ala,

407

industry infrmtq and, 5 I 8-5 19

management md, 524-525
marketing ptm md saraEgy Md, 522-523
opentions mmagemn d. 52t-524
product infomon and" 519-522

witt, Ctyde 8.,461

Wolinsky, Howud,2l0n
Women Angels, 342
Women, m busiress mgels, 342
Women-owned businesrcs, 43-44
Women's BGiness Enterprise National Council (WBENC),
Women's Busiqros Enterprise (WBE), 214
Wmg, Poh-kam,375

Wal-MaG 255,256
Waldrcq Mailyn A.,300
Walker, Frmh 78
Walker, O. C., Jr- 90
Walker, ScoG 305-308
Walsh, Michrel 572n
Walsh, Rod,389n

Wm, C.,62
Wmd, D. Roble Jr,435
Woodwild, David, t56

Wmley, Bmq214
Ward, John L., 279
stores, 255-256

Woodward, Mlliam.62
Woolston, Tom, 16?
Work history 40

WmqBrothm, t74
Wmen, Eliaberh,4,()
143

Worken' ompensation, 176

World Intelletual Property Organazarion (WIPO),
World PokerTou, 159, 160
World Trade Orgmiation (WTO), I 64

Watkim-Mathys, Lomine, 156

WatsoL Waneq 89

Mrk

K.,436

sit6. .t arro Intmt

advie abut 245
developmenr of. t 18. t 19

Web

E+omeremd,
evalum of,

Worldon 361
Worell, David,279
Wonhington Comtmy, 125
Wozniak, Steven, 56
WPT China National Taktor Poker Tour, t60
WPT Enterprises, 16O

118

21 I

Web tmd, 97

Webe Jares 8.,563n

Webq, Paula S.,563n
Webgity, 133

wrighr, M.,62, 89. t55

Xerox, 50, 52, 343
Xerox Tehnology Ventures (XTV), 50

Websier, John G.,540

$r'einerg F. E.,32
Weinsein, Bruce, 285n, 3 l7n

Yate Univenity,422

Weiss, Cater, 183

Yarbrough, Jeffrey, 448, 4 I

Weiss, G., 184

tlr'eiss, L. E-, 63

Yeh, Bing,364

Wells, A-, 32
Wells Fargo,338

Zachary,

& Katz, 162

Wmger, Sea,572n

Westbrolq Jay twence, 460

Westem, JmcW.,330
Publishiry,
Wathed, Paul,89,
Westinghose,422

Gmrge,3ll

Zackaakis, Andreq 460

Zahed, Fatemeh Mnan 249
Zahru, ShakerA., 28, 60, 89, 435
Zappos.con 281-282

Welsh

rrVesem

(Cae Study)

backgrcud of,516-518

Virn, Raphrel buis, l05n

Volutary bankropcy,452

Weaver,

S., 249,250

The Winslow Clock Compuy

Vbmt Bminn 97
Victoria's Strret,307

Warerftr4

Ruall

Winn, Stever 492

Verizon, 168
Vertical mager, 150
Vmper, Karl,3l

Wrehouw

156

Willim,

pmes

Venorecapital

Mldie, Paul,46l

Taye's,255

Ziaz,G,erald J.,

155

Zrmat,L.,376

I5

Wetzel W.8., Jr.,375

Whalen, Jamq,302
Whole Foods (WFMI), 210, 29j
Wiklund, J., 45n, 5On, 59, 63, 402n,
Mlburu Nicola. 132, 133
Wilbum, Rmd 132, 133
Wild Rufus Rwds. 454. 456

qB

Zhang, Jing,375

Ziegle( Roben W., 104n,

Zimq, Cathqine,62

Zimeron,
,107

,4AB, 437

123

Heinz,374

Zimerma, MonicaA,408
Zipct,274
Ziqitu,370
Zuckerberg, Muk, 333-336

164

.14