INDEX

Page numben followed by n indicate notes.A. Monre [ak nd Seurity System (AMLSS) (Case Study), ut68_470Aaker, D- A.,90Arms, Math4 108ABBA, 48,1-486, 488, 490, 491Abell, D. F.,90AcrciaRcwch(ACTG), 168Aaounng frrud, 177-178, 36-361, 389A@unts reevable loans, 313Acid-test mtio,354ACM Enterprires, 42-427Acquisition fi nmcing, 336, 337Acquisitions

advatages of, 424cmdidates fo 422-428disadvatage of,425explmation of, 424structurc of,425-427synergy md,425

Action plms. See Marketing sategyActiveCapital, 130Activity raios,354Acmen Fund,370Adm,C.,408Adams, James, 138Adams, Karen Bmth,384Adams, Robett V., 50AdaptatioG 76Adelm, Philip f.,300Adler, Clye,41Admed Sciqtific Coqpomtion, 5OAdvism, outside, 27t-275Afrim Almiens,44Aftermrka support, 369, 370Agiliane Inc-,2?4Ag|-@menrs,426-427AIG, 360Ajzen, J-,61Aldrich, Howtrd,62Allq, Deme,384Almquisl E.,62Aloe Gato,307Alphaorp Holdings,439Ambile, T. M.,3lnmzon.mn I 18, l6Amerion Express, 321Areriqn Rrerch Developmenr Corpotion (ARD), 342Americil Tourister, | 5lAMG,427Amrein, Michel,321Amy's BHd (Cse Study)

brckgrund o1557-559curent opemtions of ,559-562rmncial mults of, 561future opportuniris, 562_563mketing techniques md, 561_562

Analia, Inc., 107Analysis principle, zl00Anderson, Alistair, @Andruss, Paul,301Angels. See Business mgels; privale invqtors

584

Angrst S.,62Animtim SKG, 174Anokhirl Suge 550nAnmff, H. L, 38In,4O8Amwer.coq 4 t 2Ante, Spencer 8.,31 lnAntoncic, 8., 62, 63, 502nAnionelli, Heathq,450Apog Enterprircs,417Apple Computer Inc., 50, 56, 127, 168ARC ltemationat, 174Adichvili, A.lexmder, 87, I I lnArkmsc Aviation Sales, 94Amlrcng,Ianry, 63Amdt, Rrchel2.,451nAmoliio Pallt Company, Inc., 98AthurAndersen,177Asaki Chemiels,423Asiao Amqiros, 44Assls

bre for lm. 313expluztiot of,292-293management of fixed 393of nemess, 84

Aswiation of Health Insurance Agents, 177AT&T,52Al&T Vennues, 50Attomeys, 161, 163Attribute listing, 105Auto Critic of America Inc-, 418Auroretrix, usA, 503, 504Aventis Phm4 5Avemge collection period ratio, 354Avery, R.8.,375Avil4 Ramon A.,459Avil4 Stphen M.,459

Babaei, Ai, 2 t4Brckward integration, 383BAE Systems, I 38Bahls, Jme Emte, 12nBhls, Steren, [62nBainbridge lntemational, 508Baird, Douglre G.,459Baker, Stephen,248Bmdura, A., 6lBmk of Amerim, 338Bankate, ,149, 456Bakmptcy

Chapter 7, 18, M8,449,45O, 452Chapter I l, 18, 448, 44945t, 453Chaptq 13, M8,449, 452,453exmptes of, zf48-449, 450facing rcality rcgrding, 456involuntary,452keping venture going during, 453-454methods for suruiving. 450-451ovewiew of,447-448prcvisions rcgarding, 449rmrgiliation strutegies md, 453

INDEX 585

staning over following, 455-456types of,448voluntary, 452wming signs of, 45U55,457

Bankruptcy Amendments Acr of 1984, ,f49, 450Bankruptcy Amendmenas Aca of 2M5, 449, 452Bmk. S Comercial banksBarbato, Robert, 15Brgainingzre,43lBmes & Noble, l18Bmett, James J-, 277Bmett, Steven T..279Bmey, Jay 8., 27,87,q)BuNir,Arot,89Bmn, Robert A., 27,59, 155Broncelli, Eugenia. t8lBm, Kate,329Brett, Mike, l2lBffiies to entry, 79Bmiers to intemarional trade, 152-153Barter, 135Bmsen's Original Turkey, 4t8Baucus, DavidA., l2lBaucus, Mess S., 12lBaurn, J- Robert, 106Bareman, Max, 431.432,435, 437The Bqch Cmier (Cde Study), 492-495Bqn, Curtis,4l7Beauchanp, T. C.,33Bwh, Wendy, 250Ber Chips, 297Beijing Samies (Case Study)

background of, 4? 3475, 4'17charity sponsorship ild, 4?5competition and, 477corporaie clients ild Samies rewads and,473415envronment aod, 477 479rncome staterents ud, 47 8484intreduction md, 47G-473

Bekma, Jen, 272Bell, Joseptr, 376BeneTrends, 32 IBergeq Ron,455Berlew, F- K-,437Bemier, Nathaniel, 454Betros, Chris, 373Biddulph, Jennifer. Se Muwell, JenniferBig-dream apprcach, 106Bigelow, Fm,27lBiggadike, R.,63BillMarrix Corporation, 307Botechnology ventures, 314, 4 16Birley, S., 62BJ's Wbolesale Club, 255Black, Joanne, 229Blke, Stuart, 267Blakely, Sara, 108Blmd, D. O., 183Blue-sky laws, 369Blum, Jonathan, 4lBord of advisos, 178, 274Eoud of directos, l7 8, 27 1-274Boden, Richard J.,59Bein g/1r4 itsu bish i lF ujilKaw uaki, 422Bogoslaw, David,300Bmding, 176Bongiomo, L,437

Bmk value,352-353,356Bmster Juice, 418Boothe, Jim,467-468Bmtstrap nnilcing, 326-32?Borden, Gail,455Borders, 118Boston Market,2t0Boulding, Wrltiar4 87Bower, G. H.,32Bowie, N. E..33Boxer, Babar4 342Bninstoming, 100, 102, 105Brainwriting, 100Bmnd-nme fnnchises, 4l 7Brarel,D.Y-,62B rak-even mlysi s, 294,296Break-even tmula" 294, 295Breakeven

explaaton of, 294graphic illustration of, 296

Brqkthrcugh ionovatims, 25, 106-107Bredin, Alice,32lBreeding, Mmhall,216Breme John, 214Brio, Sergey,272Broascope strategf 82Brodslgr, Noman,302Brodzinski, Cmie,459Brokers, 427, ,145Brown,,A.,32Brcwn, Paul,302Brown, T-, 45n, 50n, 59, 63Bruno, A- V.,32Brosh, CandidaG-, 3t, 250Bruton, Gary D, 8?Bryan, lowell, 80Buca, Branko, 39nBuckhan, Tom,492Budgets

for milkeaiog &tion md stmtegy d@isions, 246operati n g and capital, 282185, 288

Burger King,4l8Burmeister, Paul,214Bums, Cathl@n S.,563nBumsed, Brian, J2lnBurton, John, 122Busenitz, Lowell W., 27, 29, 89, 123Bush, Robert P., 250Busness- S iro Orgilations

capita[ requirerents for, 261 -262

contnuity oi 260costs of starting, 20exit strategy fo! 442Iegaf advice about stutng,260legal foms of, 258-263options for selling, 44-447ownership and, 258sucession o( 442-444rax attributes of fmsof,263265tumaround measues for, 456 457

Business mgels S Jso Private itrvestorsbrands of, 341chtracreristics of, 339

-34O, 3 42explanation of,337statistics rcgrdn g, 331, 339

-34 |women as, 342

Business erhics, 2123,78. See also Ehics

586 INDEX

Business failueeuses oi 19dual proess of leaming from, 2leonomic implications of, 38?how to b@t, 441negative emoonal rocom md, 19-20rcovery and laming process froq 20-21statistics regding, 1 8

Businss Fimce Tummund Assaiatio, 457Busioess method patents, 166-167Business plil comporents

appendix as, 2 10envonmental md industy malysis a, 203-205exqtive sumfluq/ x. 2O2-2O3financial plan m, 209-210introdwtory page as,202marketing plan as, 208operations plm as, 20?-208orgnizational plan re, 208 209ouine m, 200, 201prcducon plan as, 207risk rosessmeot as, 2O9venture description x, 205JO1

Business plansdevelopment oi 7, 9exmple of intemational, 156-157explanation of, 189financial infcmation for, 199implementation of, 7, 10iofomation nreds for, 195-19Intemet r infomation source for, 199-200lender and investor evaluation of, 192-194mket infomation for, 195-198opemaions infomtion for, 198-199vs. opportuniry assessment plil, 129preparation of, 190presentation of, 194rrums for failure, 212sampte,216 221smpe md value of, 191-192use and implemenlati ot of

. 2 l0-2 12

Business Source Comptete, 13 IBusiness-to-business compmy marketing plan, 252Business-to-business markets, 244-246

C A. Litzter, 145C corporation, 258, 265, 266Caballerc-Sau, F., l8lCampbell, Andrew, 278Capitat See also Financing

for franchire operations, 414raised from family md friends, 312required for new venrures, 261-262

Capitat budgetsexplmation of, 282,285for Intemet start-ups, 288

Cildamone, Joreph R-,248Crydozo, Richard N., 87, l l lnCarley, tC,409Camegie, Andreq 38Cmison, Dar 389nCamrud, Alan L, 62Caner, Adrienne, 342nCarter, Richud B., 300Cccioli, Teresa, 439 44O, 453C6e Western Reserve University, lO1, 321, 465, 525Cash flow

drct method to projtrt, 289, 291indirect method to prcjct, 289

mnagement of, 290, 390-392p6en1 value of futurq 356protm,29l-292

Cuh flow financing.314Casulty imumce, 176Cauml press, l0-l ICelanqe Corpontion, 422Celuclu Kevin. 250Cena, KmE- F-, l2CeNus reports, 13 1Centu for Reslrcnsible knding, 338Caoer for Ventwe Resrch, 342Center for Women's Busines Rqeuch. 43. 342Chadha Sumir.370Chakmvarthy, Bal4 89Chmdler, Gaylen N., 155Chmg, Sa Jin,435Chanin, Natalie,7lChilnel strategy- S Distibutim chmelsChaer 7 bmkruptcy, L8, 448, 449, 450, 452Chapter I 1 bankruptc 18, t148, 449-45 I, 453Chapter 13 bankruprcy, 448, 449, 452, 453Chmcter loans- 314Chules River Venturcs, 3l IChase, Robin,274Chaudhry, Rahul, 182Chakem of Amerie hc.,4l?Chcklist mtho4 103Checkmk Softwue Inc-, 298Chell, Robert, 192Chen. J.. 184Cher\ Roger R., 436"Chess," ,184, 485, 48987, 488, 491Chiagouris, Lnry,2l4Chow. K.. 183Chrismm. Jama.4O6Christiamon. S..32Chu, Jeff,279Churchill. N. C.. 331Ci rcula tion Expert, I.In., 22T225Cirtin. Amotd. 216Cisco System Foundaim, 370Citigroup,338CitySearch,412Cluk. Chartes H.. 123Ctarlc lwrcne S.. .161Clarke. Geri. 214Clayton Act,428Clm-energy trend,96Clffitone Venture Partne6. 370Cloutier, George, 29O, 44lnCtymm, John, 216coBRA, 177Code of ethics, 23-

^9ee lso EthicsCognitive adaptability

explanation of, 13function of, 18method to deemire, 13, 15-17method to inru, 13, 15, 17-18

Colem, H. D., l66nColemm. Susn.59Collstive notebook method, 103, 105Collegiate Enteprenils' Orgnation, l3 ICollins. J. M..90Columbia Unive6ity, 344Commnt letter, 369Comqcial banks

ash flow frmdng fron 314lending decisioro by, 3 l,t-3 15

INDEX 587

loans from,3l2-313 $anrp,2Onw credit lines frcm, 338 switching, 79

Comercial Mrine Products, 79 Cov4 B., 32Comuicaon, wir employea,398 Covin, J- G-, 32,60,61Compemo4 274 Cox, Keith K., 122Competition coy, perer, 3

mtysis o( 225-226 Caig, Justin, 123comretitive compmy and product inforurion. l3l Cmvalho, Emest G., 33, 123identifimtion of, 204 Caym, Judy, 48rH85, 488, 489-490, 491pncag nd,242 Creative problem-solving t@hniqes

Competitive advatage aftribute tisting as, 105of first movers, 73 big{rm apprmch as, t06resilrces as surce ol 67-8 bmimtoming as, 102

Comprehemion questions, 13, 15 draklist method re, 103Conputertots, 418 mlletive noteb@k method c, lo3, 105Conceptstage, lt4, ll6-tl7 forcedrelationshlps6, lO3,104Conley, Willian 306 free msociation m, 103Connection tasks, 15, 17 funcon oi 101-102Consignmentfinmcing,327 Cordon metlod as, lO2Consortium for Entrepreneurship Education, [3] pammeter analysis as, 106Consumer makets, 241-246 reve brainstoming s, 102Consumq Product Safety Act of 1972, 175 Crealive synthesis, 106Consumer Prcduct Safety Comission, 175 Cetivity,99, 101-102. Se tso IdmConsumer products company marketing plar 25 I Credit default swaps (CDSS), 338Coroumen,97, 109 Crcmle Trmothy, 182Contracls Cmin, Michael p.. 331

mnditions of. t78 179 Cruickhak, Nancy,329explanation of, 178 CSO lroights,229intemational entrepreneunhip and. 136-137 Ctlwe- See also Entrepreoeuial culhreronagement, 149 co{nmte, establishment of,5l-53

Conventional bank loans, 314 mnomics and conomic philwphy md, 141Cooney, Thomas M,277 education and, l4lCoope A. C., 62 io

ntrepreneurial fims, 48Cooper Marjorie J-, 248 eihics and, 22Copyrights. See atso Intellectul property evaluting chilges io, 203

explmation of, 170 iotemational entrepreneuship an4 138-1,10, 143liensing of, 173 mnen ud customs and, l4l

Corbett, Andrew, 60 political philomphy m4 l4iCore values religion and, 141

establishment of,272 smia.l structure md, 140ethics as,23 Cumings, L.,62

Corporate entrepreneunhip Curtnr, Jared R-, 435auses for intercst in,48, 50-5 I Cunenr account, 135culture establishment for, 5 t-53 Crent atio, 353-354establishment of,5zt-57 Curry in a Hurry restaurant, 10-12explanation of,51 Curvs forWomen,4l8federship md,53-54 Custmerbase, expanding,229problems relaled to, 56-57 Custorer loyalty, 79

Corporate venturing, 51, 3,f3 Curm, 141Corporations Cyeft, R. M.,437

C,258,265,266 Cyr,LindaA.,330epital requirements [o 262continuity in, 260 Dagoba Orguic ChGolare, 445creation of,260 Dabl. Dren.329explanation of,258 Dmiels, Chris, 161legal factos in, 259 Dmrels, Evin,406ronagement control in, 262 Daohurer, C., 11prcftt and loss distribution in, 263 Datnrutage Corponon (Cas Study)raising capital for, 263 brckground of, 572-5?45,258,265-2,6,444 bsinessnodel ud,577-578tax issues for,264, 265 ostomen md 575-576tmmfer of interest in, 2l firucing md, 578, 58{}-581

Cosmos Ignite Innovations, 370 help dol/mll ente r ^a

577Costco Wholesale Corporation, I18, 255-256 ndutry/competition ild, 574costs magement cultrc md, 578-579, 581-582

advantages in franchising, 41 5, 4 t 1 rctail industry curent neds nd, 574-575of going public, 363-364 ules md marketing d,576-5'1'1mmagement of, 394-395 aarget mtrkr il4 573-574pricing and, 241 XBR loss prevention soflwre il{ 575

588 INDEX

Dataworkf@.80Davidsson, P., 45n, 50n, 59, 62, 63, 406, 4O8Davis.8.,376Davis- Jm- 459Day, G. S.,90Day, Kathlen,338Dayton HudsorL 151De Csrro, J. O., 62Deal structure. 359Dealemhip frruchises, 4l?Debelak, Dorl" 427nDebt finming, 308-3@Debt etio,354Debt-to

INDEX 589

Entreprenilial enaD/ strategis- .tee 4&o Nry enrria Equipmmt lms, 3 t3direct foreign invetnrartr, 149-l5l Equity fimcing,309exporting 6, 147-148 Equity participatior 341intemalional entre[reneunhip ud, 147-l5l Equiry partnship, 319nonequity uangemenh d, l18-149 Equity pml, 341

Entreprcnarial intentions Eikmn, Truls, g7within existing orgmiaons, 45 Enor of omission, 72explamtion of, 38 Enor of omision ?2

Entrepmeuial mmagement ESPN, 159, l0comitment and ontml of mures md,46-47 Esprit de corps, 399cutturc m4 48 Estridge, philip, 52growth orientation md" 48 Ethicsmagement stmcrw ild, 47 acmnng fraud md, l71_f 7g, 360_361, 399mmurcmmt of, ,f8, 49-50 Amqicu attituds on, 22rewrd philosophy a.4748 business ethis, 22_2j, 7gstratgic orientation md, 46 code of ethics, 23iraditional vs., 45 of entrcpmem vs. mages, 39

Entreprcneurialmind-set, 13 i[egaldowoloadingmlntmet, l7lEntrprcneurial orientatioo intemational entreprenemhip md, l3g, 139

tow{d comitment of gorcel ,l-4'l leadeship and, ll2-lli,2%-285,316-317toward control of resoures, 47 negoating md, 419towtrd culturq 48 partnmhips d, 27towud growtl 48 regarding finmcially oubled ventures, 147towffd rrmagerent structure, 47 sales m4 236towd opportmity, 46 scial respomibility of entreprcnem md, 2l_23towrd rcsrure, 47 Eurcmonitu, l3l

Entrcpreneurial philosophy towud rewards,47,48 Eurcpem Commity (EC), 153Entrepreoeurial press Evalueretre, 132

husiness pf m devefopment phase of, 7, 9 Ewing Maion Kauffmm Foundation, 5, l3O, 13l,341,342enterprise magement phe of, 7, l0

xit strarcgy, ,142ethics md, 22 Expedia, 167explmation of, ? Exporting, 147-148opportunity identietim phas of, 7-9 Extemal envimmentsource detemination phrc of, 7, 9 explmon o( 235

Entrepreneurial esoure, 68-9 lmt move6 ad, 74-75Entreprcneurial self+fficacy, 38Enhepreneurial strategy,6T Frcebook 97, 333-336Entrepeneurial teams- Se Trmwork Frcemash, 333Entrepreneurs Factor apprcach, 356-357

age of sucessful, 4o Factors in valuation , j52_353challenges md opportunities fog 7-8 Failure. See Business failuremgnitive adaptability of, 13, 15-18 Fmilydefinition of, 6-7 c soure ofcapital,3l2eduetional level of, 38-39 tmnsfer of busincs to, 443effrctuation by, l0 Fanell. Chrisropher,32geics and scial uporoibility oi 21-23 Fmf N. D., 63expanding custoretbree,229 FatTmc, 130failure, ability to lem frcm, 18-21 Feasibility,3Sas innovatoro, 8o Fed-Mart. 255interest in, 6 Federal Exprcs, g3_95frem minority grcups, 43-45 Federal Trade Commission, 420opportunity osessmnt plan ild, 129 Feedback, employee,399pilrnering of, l5l-152 FeltharL Glem,277rcle models md supnt systru for, 10-43 Feltham, Tmi S., 277skills msessment of, 190 Fenrcne, Cfuistorhec 470rr' 4g4nwmen as,43-44 Feniss, Timoth 133work history of, 4.0 Fertuclc L.. 331

Entrcprenemhip. ,See clso Corpomte entreprenewsfiip; Intemationa-l Feziger, Rubin, 267mtrepreneffihip Fettem, W. H.,4l

definition of,6-7 Fiat, t35eonomic development md, 23-25 Fiegener, Marft K_, 278ofminorities,43-45 Fifrh Third 338

Enronrental aalysis Firal approval stage, vmturc apital, 350critiel issres for, 205 Finmcil controlexplmation of, 20!204 csh flow mnagement a,2m,390-392

Envircnrental issues, 243 cost md prcfit magemeo! 39t-395Envircnrcntal trends fixed asse milagerent il4 393

evafuation ot, 196-197 inventory magemefiard,392_i93marketing plan and,234-236 ovewiew of, 388-389

590 INDEX

Financial ontrol-Cor.ruord keping and,396tax |Magerentm4 395-396

Finmcial Indmtry Regulatory Authority (FINRA), 36.J, 36-367Finmcial plans

breakaen analys'n nd, 294-296elements of. 199.235explmation of, 2@-210, 282opeing and capital budgets ild, 282-285prc fom balane sh.d.292--294profmmhflow u1288--292prc foru inmme staoements md, 235-288prc fm mes ud applicatims of funds nd,296-29'lsoftwre prckage fm. 298

Finmcial rios. 353Finreing

b@tstrap, 326-327frcm epital ftom family md friends, 312from cmcial bmks, 3 l2-315consigment,327dal structurc and. 359debt,308-309equity,309frcmextemal funds,3l0fton l0l(k)s,321frcm govmnt gmnts, 320-323infmal risk+apital marki ild, 337,339-j4lfrcm intemal funds, 309-3 t0methods for.2l-263ovwiew of,336frcm pqsnd fuds, 3lO-312frcn private investorg 3221-326fmm rcsmb ard developrent limited partnemhips, 318-320frcm Small Busines Administraon. 3 l5-3 l8stages of, 336-337valuation issus a4 352-359venture capital aod ,341-352

Finder's fe, 192Fink.Careten. 18lFiol, C. Marlae 88Fircstone. Paul.239FiBt mov6

competitive adviltage oi 73custorer urcertainty md, 76-78disadvmtages of, 721-75environmeotal nstabllitty ud, 7 4-7 6lad tirea478-79

First, Tom,2,l4Fischer, Eilrerl /l()7Firerv Inc-,307Fixed assets,393Fletcher, Jwp[ 138Florida" Richard. 99Floyd, Steven,6OFmu grcups,9-100,232Folta. T. 8..62Fo, Maw Der,28,88. 123Foote, P. S., t84Forced relationshix, 103, 104Ford. C. M..62Ford, Henry 38,238Ford Motor Company, 229Foreign Cmpt Pracrices Act (FCPA), 138Fom S-1.367.368Fortune Small Business, 193Forwrd integmtion, 383Foster, M. John, 156t()l(k)s, financing fron 321Fox. 174

Fox Sports Network, 160Fmce. M.- 182Fmchire Rule (Federal Trade Comissim) 420Fmchiw

advatrtags of fnnchising to, 413-415capirl rcquircrents il4 414disadvmtagc for,417kwledgeof maketmd,414magemilt expertire rud, 413-414opeEling ild structunl @ntols md, 414-415prodctu{tan@ md, 413training fm,413-414

Fmcbisingadvmtages of, 413-415, 417diudmtaga of,417explmation of, 413tumtm of.4l2I imitation strategf 8linvsfiient in.4l8-421trademark liensing and, 173types of,417 4t8

Fmchircr.4l3advutages of frarchising to, 415, 4 17cost adviltages for, 4 15, 417disadvantaga for,417erpilsion isk ild, 415

Fmis, Tho,338nFnnklin, Neil,80Frrer J..108Fraud, mmting, 177-178, 360-361, 389Fre usmiatim, 103FreTndeAru (FIA), 152-153Fremn R- E-,33Fried- Vae H.. 376Friends, as soure ofcapital, 3 12Fritz K. 183Frost and Sulliru. 131Fry, Ardrur, 56Full md fair disclosure, 3TheFunded.cou 3 I I

Gagfio, Connie Marie,28,62, 123Gahagm, Jim, 300Cale Dirctory Libmry, 131Callaghm, Scon,436Qallo, Ray,267Gambhir. Sahil.216Game Trusq 3l IGamon. M..375Ganrcr, 13lGartner, W. 8., 31, 406GC Micro Corpoaon, 187-188GC Micrc Corporotion v- the Dekwe logistics Agency, 188Geigm, ScouW.,330Genentat 320Gereml Agercnt on Tiliffs and Tmde (GATT), 152, t64Gmnl Electdc (GE\, l 13-114, 139, 422Creneral Fmds, l0 |Ccqerl Motos.422Gmeml parmen,318-319Germ[ valuation approrches. 355-357Genqal valution method, 357-358Gogmphical markets, reu 382Ceorge, BiI. l39nGeorge, Gerard, 28, 435Gaiko, Agne,278, 279Giffod Sham,28Gilbe A..32Gimm.J..62

INDEX 59f

Gimon, Eli.329Gioi4 D.A.,62Global busims- Se [ntemtional businasGlobeTask 113Glover, Dma- 563u 582nGNP Inc.,4l2Going public

admtages of,3G36laftemadcr suppon following, 369, 370costs of, 363-3,ldisadvmtages of, 360, 362-364explmation of, 359legal issu6 related !o, 369rcgistratim statemmt md timeiable m4 366-369relatiomhip with Enocial ommunity afte4 3TO-37 |rcporting requiremis aftq, 371ming of,364-365underuriter dection and, 365-366

Goldsborough, Reid, 249Goldsmith, Mmhall, I t3nGonerL Roo,416Gmdwin, Stepher,250Cmgle,271Grcl4 Michrel,278Gopa.lakrishnan, Kris, 3l nGopher It busins pln,2l6-221GoPicnic,273Gordon method, 102Goumei To Go (Cas Study)

brckgrund,495-496fimncial informatim md, 497-502futurc growth and,496iodutry ao4 49il97mgement and,502mnufacturing md prckaging md, 496mrketing and 502sale prediction md, 497

Govemmentinfomtion sorcc frcn l3l-132as source of ideas, 98

Govemment gmntsexplanation of, 320, 322facts on. 323prcedure for, 322-323training gmnts, 323

Goyemmen|Owred lwentoies Available for ceue(U-S. Patent ild Tlademark Ofce). 9g

Granger, C.,62Gmnts. S Govemmetrt gmtsGren, Beverly, 44Gren trend,9Crenhoure, S-,279Gre S., 183The Cril-Kleen Corpomtim (Ce Shrdy), 509-5 15Crckster, 170Gross, Bill,4l l-412Crmnd Round Grill & Bu. 148-{49Grousbeclq H. Iwing, 3tGmve, Andrcw S., 14Growth

conomic implietims of, 385-387financial control m4 388-396of fim.387-388implications for mtepreoeur, 401-403prqssurc on mploy mamgmnt m39?_401pressures m existing finucial rcrcurca and, 3ggpressue on existing humm rerurm ad, j99jtime pressres and, 39-{Ol

Grcwth orientaaion. 48

Growth strategi6diversif catiol 383-385exmple of, 385marka development, 382ovwiew of, 380-381penerraiotr, 38 Iprcduct development, 382

Gruber, Kren,210Guadmme Belinda I 87-l 88Guidant Fireial Grcup, 321Gulati, Rmjay,435Gull, Nicole,279Gun|{}ert, David E., 63, 216cnpt4 a IC,90Gupta. Sure! 249Gurck Eli,453Curmlq Shqi,453Gm.con. 132, 133Gustavsmn, Helena, 406Custofson, Aon4 9Gutemil,8.,32

Ham, Jill, 210Hackm,J. R., 279HrefeleJ.W., 123Hahn larcr& hrks LLP,257Hair, Josph F-, tr., 250Hall leremy,406Halpqn, S. W., 183Iame|Gty,122Hmptm Inn/Suires, I 18Hmstr4 Marlq 279Haner, F. T.,428nHans Corporatim, 108Hansen, Cuey,279Hansm, Rmdll, utlHmson, Robin,99nHuding, Hmld F., 123Hanigan, Kathryn Rudie, 437Hmis, S. G.,32Hmison, Jeffrey S.,437Hanimn, San, 122Haniston, Michrel, 572oHartley, S-, 250, 301,302Hatemi, Abdulnasser,,106Hateld, luire,436Hayek, F. A.,408Haynie, J. Michael, 13, 16, l7n, 31, 32, 88Hayton, Jams C., 28Head Ski Company,385Head4 Brim,59Healtl md time mmagement, 400Halth re imumne, 176-11'lHealth InsurmceAsswiation of America, 177Health trend, 97HealthSource Chiroprutic, 4 1 8Havh, Gry,418Hesen, Malg 416Heffes, Ellen M., 182Heilbrunq Sibylle,330Heiremm, Bm, 139Hein, Nadine, llHelfert, E. A-, 302Hempel, Jessie,375Heng, Xu,249Hemicks, Mu( 15n,80n, 2ld 216, 384nHemn, I:nny, 123Henhey Company,,l45Hewlett-Packard (HP), 56-57

592 INDEX

Higginbotham, Iames B, 122Higgins, Monica C.,435Hill, Katie,370llillenbrmd Idutries. 15 IHillmar Alan L., 89, 90Hilremth David S.,278Hiring plan,272HispmicAmoim,zl4, 187Hisrich, Robet D., 3l,39,63, I I ln, I l5o" ll6n, 122. 123,25O,33l,375,

376,437 , 525nHia, Michael A., 28, 31, 90, 409Hmieleski" Kei 6OHmng, H.,62H@hst Marion Roussel, 5Hofftr4 lvmT-,409Hofim, John,459Hofrmn, Mllianu 216Hogu, Mike,42nHolda Stephen,492Holland, Amda, 525nHolmberg, Stevm R.,436Holt, Knut, 123Hore-basedbusinesps, 177Honig, Benson, 59, 62Hmves, 131Hopkins, David S., 238n, 251, 252n, 253nHorircntal inregmtion, 38f-385Horizontal mergeq 150Homsby, Jeffrey,61Hoskisson, R. E-, 90, 4O9Hot & Cold Irc., 290HourPower, I 43House, Cbtrles,56Hsieh, Ton 278, 281-282Hsupply.om, 19Huffmn, F.,437Huggim, Kenneth, 376Hughes, Cbris, 333Humn resources, 388, 396-397Huror Shenie E, l2lHwmg, Jeffrey,416

lBM,57, 174Idea stage, I [4Idqlab,411-412fdem. See also Creativity

ftative prcblem solving for, 10l-106innovaton and, [06-l l0methods of genemting, 99-l0lnred for new, 99, I14, I l5opportunity ssessment plan and, 129-130proection of, 194murces of new, 97-98trends influencing, 96-97valueoi ll4, l16

IKEA,397Imitatim stGtegies, 82-84lrc- maguine study, 385-387Indirct exporting, 1zl8Industry malysis

competitor mlysis as elerett of, 225-226criti@l issues ftr, 205explanation of, 204-205function o( 225

Industry demand, 204Industry-univusity L9rement1 422Infomal risk-capital mket

angels involved io, 339341,142exptmtion of, 337prcfile of, 337, 339

Inforutioq mrket, l3llnfomation surcs

competitive compmy md product inforution, | 3lfor foreign market seletion, 146geneel infomtiorr 130-l3lgovemment eurcs, 13 l-132industry md market infomation, 131sach engines, 132, 200trade dwiatiom, 132trade publietions, 133

Iofosys (INFY),3lInitial public offuing (IPO)

exit strategy and, 442explanatim of,362Robert Mondavi W-mery aad" 36-37transfming or elling businas through, zf47underiting il4 363,370

Imer-city revitalizatior\ 25lmovation- S Jso T&hnological innovations

adce about 80corporate venturing and, 5 Idefining neq 108-l)explmam of, 106fedenl grants for, 32fi , 322-j23Dew product classifiedon md, 109-1 10product evolution and, 2.[-25techniques for, 104-105types of, 25, 10-108

Innovatotr, 80Iostallment loils,314Insu|me, 175-177Integmtion

backward,383foruard,383horizmral. 38t-385

Integmtion tasks, 430Iniel. 343fntellcnral property

advice reguding, l2attomeys and, l1, l3opyrights 6, 170explanation of, 136, l6llicensing of, l73-l75patents as, 163-167tde srets il, 171-173tmdemks as. 167, 169-170

Intemal environment- 23 5 -236Intemational business

entrepreneurial entry strtegic for, t47-15 Ientreprenorial partnaing m, 15 l-152example of business plil for, 156-157importane of, 134market selwtion for, 1 44, l 6motivations for, 142-143oveniew of. 127-128strategic efftrts oi 143-144

Intematioml entrcprenmhipcultre md, 138-l4ldistribution systeru aod, 142domestic entreprcreunhip vs., | 3zt-137eics md, 138, 139explanation of, 133-134family businesres and, 145imptietions for, 153intemational tmde bmiem m4 152-153micro-multinational busimses, 132, 133technological envircmcnt, 137

fntematioml entry strategim. See Entrepreneurial entry strategiesIntemational patents, 164Intemational tmde baniem, 152-153

Intemet. J a6o E+m; Web sit6buiness plm infomtion or 190as busines plan mre tml, 19-200edrcational inforution on 245grcwing into new markets using, 384illegal downloading on, 170, l7lonline wice marketplees, 132, 133wh mgines, 132,200shopping compmies. 2a l-282suweys on, 230rrading links on, 245

Iotemet compmiescapiral budga for strt-up, 288ltluation of. 358-359

Interuela d-o.o Kopq-Victory Sailmakere (Cru Study)brkgrund md, 502-504cutter drcision md, 50f-505Elan n4 505-50firtre plans a4509Gaia Cube projxf ud,5Mintemtioml prcduction and, 507-509Kutin mil loftmd.505Mteting strategy and, 5O4, 508prcmtion md mketing and,507-508sails ad, 506-507staff, outsourcing, md rorganiation, 508-509

Interyiews,230Invam Corporation, 125-L27Imention press, 106Inventm. 164Inventory control" 21 I[trventory lom, 3[3Iovatory manageme\.t 392-393Invil0ory tumver ntio, 354Invesors. Se Businms mgels; Private invstorsf ovoluntary bmkruprcy, 452lrclmd, R. Dme,28,3t,60, 61,90,409IRX Thempeutics, 4lIletive syothesis, 25

J. Watter Thompsoo, 210Jack, Suah.60Jaclson, Cuison, 224. 250Jacksn, Jay, 195Jackrcn. Kirlc,160Jackon, Wanen G. , Z2l-225Jmkowicz, A- D., 331, 376Jmney, Jay, 6OJmsmn, David G . 33. 123Juilto, J. Calos,6lfavorcik, Bat4 181IBS Assciates, 192JC Penney, 143lelrcz. Pam.273Jen Bekmm Gallery 272Jennings, Muianre,4tJob satisfaction" 399fobs, Sieven, 50, 127 .2'12Johannissoq 8., 62Johnmn & Johnson (&J), I 12, ll3, 125, 126Johnson, Catherire,,188Iohnson, E. Scott, 182Joint ventures

explamon ol421-422factoE in suc@ss of,423424intematimal. | 49-l 50, 422423research and development limited partoerships and,319types ot, 422423

Jmes, Craig, 3O0Jones, Parce, 401

INDEX 593

Jordan, Chda 8.,300.fordil, Scott,398JPMorgm Chce, 338Jungle Jim's Playlmd, 418Jupiter Media Matrix, 384Justis, R. T., 331

Kalakota Ravi, 19Kamth J. P., 183I(ami, Kajigailiu G., 182tGnprad, Ingw, 397IGnimuri, K.,370Kater, R- M.,63Kaplm, Steven N.,374Kapor, Mitcl,412Katil4 Riia,43Katz, Jercme, 28, 88, 90Kauffma, Ewing Maion, 3-5Kuffm Foundaon See Ewing Mrim Kauffrnm FoundaonKafmm, D. J.,437Kats, Barbam W-, 28, 3lKeh, Hru Tat, 28,88,123lGlleher, Herb, 10I

-lO2IGll Michret P., 279Kendake, Maggiq342Kenis, Patrclq 436Kqin, R,250, 301, 302Ken, Iohn,376K6han,Amit, 133Key sucress factors, 74-75Khosla, Vinod, 370Kimberly, John R., 89,9OKinderCare,418Kindle M., ullKing, Martin Luther, Jr.,54Kirctoff, Bruce, uto6Klremer, Genit, 4lKfein, Karen E., 192n,229n,26'lnKleinberger, Daniel S, 279l(uwe, R. H., 32Knight, F. H.,9OKnoke, David,436Knowledge, 69-7 IKnowledge Adventure, 412Kmk,Akin,249Kmwr, Amada C.,42nKopin, Sheldon, 192Kopit, Alan S., 257Kotler, Philip, I tKova, Peter, zf6lKmft,210Knmmki,8.,32Krage Nonis F. J-,61,62KreIlrerle,Waltq,6lKumtko, Donald F., 12,60,61,216Kushnirovich, Nonna, 330

IaBne,Polly,l22hbatt Brewing Compffiy Lt-,445kCugna J. R.,90LCesre, David, 279lrkeport Brwing, 439440, 453,456bks Eotertinmmt, 160tkhmi, Dave, 14-15Ikshron, Nadini,370ntmqq L. M,46lIadau,Znv,279tndstrm, H.,62lfle, Peter,60Language uw, 137

594 INDEX

lmq Theresa, 29tmon,A.,62Lathm, Smtt,460Lawler, E- 8., III,279lawyes- See Attomeysl:wyes.con 257Lams, Brue,492Irad time, 78-79Ladership chmcteristics, 53-54ta, Nomm, 159Icr, W-rllim,38kgal issues

mticipation of, 203-2O4finder's fee, 192foms of busiress, 258-263for intemaaioml entrepreneunhip, 135-137rclated to going public,369in setting up orgmizacions, 163, 257

Ihmm, Donald R .249,250tciber, Nick,272nLeMieux, Aarcr 451lrch, Renata L., 249Levemge ratios, 354-355lveaged buyout (LBO), 429-430[-Yesque, Morm,62,88Imhn, Ber.338nlcwis.V.L,33lLi, Yao Tzu, 33, 123Liabities

of business owners, 258 zffiexplmtion of,29!294ofnewness, 84

Licensingff entrepreneurial enty stmtegy, 148explrntion of, 173revenue through, 173-175

Lichtenstein, Benymin 8., 88,90Liebemn, Mmin 8.,88,90Life insuance, 176Lim, Boon Chmg,28,88, 123Limited liability compmy (LLC)

advmtages of, 268chamcieristics of, 267-268explanatiu of, 258liability in,259-260S corporation vs., 265succession in, ,144tu issum fq,264,268

Limited liability pafrership (LLP)ontinuity in,260explanation of, 258liability in, 259-260management ontml ifl, 262prcfit and loss distibution in. 263tax issues fq, 264tnnsfer of intercf in, 261

Llmited partne6,318Lindmarlq L, 408Linduy, Nel J., 123LinkExchange. 281Lipscomb, Steve, 159-160Liquidation- .See Chprer 7 bmkruptcyLiquition value,357Liquidity ratios, 353-354Litec Matt, 145Liu, Chung{hiun, 107Living and [ming 418Lloyd, Phyllida, 488

lmnschmter lms, 314fmm comwial banks, 312-313, 338coovmoral bmk,314insrallmt loffi,314lmg-tem loffi,3l4Small Busines Administmtion. 3 l5-3 18straight comercial lms, 314

tcke. EdwinA. lO6ImgR.A,Hbng{mlm,3l4tmgevityAlliace, 97Isch, J. W.. 279tss{ienDatioo, 20, 2lLubatki, Michret H., 107LumpkirL G. T., 63, 88, 90

MrcMillm, IarL 29, 31, 37Macne John.214Macy, Rowlmd Hussey, 455Madan, Smjay,281Madden" Terry,321Madden, Tirlr 321Mddck. G. Michael. 105nMaddy, Monique,460Madoff, Bmard L-,316Mail suweys, 230Mjority interest, 150"Mm Mi!" The Little show That cold! (case study), 484--492

ABBA m4 435-486. 488bckgruod m4 48.1-485Brcadway ad, 490-491m businss,49l'Chess" m4486-487Indon thter md, 487--488rcd show md zt89-490

l.Mage|iML See qh Entrcpreneuial mnagemfltomitrcnt to corpomte entreprenembip, 55as element of mketing plm, 235participative style of, 397

Milagement buyoua, 446447Management conkacts, 149Milagement structurc, 47Milagemeil team

dwelopment of, 257fircio of.27l-272

Mmaging newness strategy, 84-85Mmging underuriter, 365-3Mmgelsdorf, Marn 8., 386n,,108IVfanres, l4lMmufac[rrers' Agens National AssAio, 229Manufrcnrring budget, 283Mmufrcturing opemtions, 198- 199Mrcial. Gena 168nMargjre,24l-242Mrino, tuis,436Maion lbomtoriq. f-5MrionMmill Dow Inc-,5Market

explmtio of, ltfrmchisor knowledge of, 4 14opportruity roressment plm ild, 129refation of foreign , 144, 146

Markel developmmt straregies, 382, 385Markel extension rerger, 15 IMket infomtion. 13t. 195-198Market knowledge, 69-70Milket potentid, I 95-196

Milket sope strategi6brcad-scope,82nmow-rcope,8l-{2

Mtrket segmentatioa, 238i9Marketing, 120,2,10Mrketing mix

critical dcisions for, 237explanation of, 236-237

Mrketing planschmteriscs o( 233-23exmples of, 251-253explanation of, 234flowchart of, 238function of,232-233implerentation of,2z16imponmce of,208i ndustry mlysis m d, 225-226mketing mix ild,Z3G23jmaketing rewch nd, 226-232monitoring of, 246steps to prpile, 237-246

Marteting resmhmalyzing and interyretitrg rsutts of, 232dehning purpore or objrctives for, 227explmation of,226gathering primary sotrce dat fu, 229-232gathtring smoodaq/ wre dara foc, 22j 129

Marketing strategybudgeting and,2.16consumer products vs- business-tGbusiness prodrcts md, 244_246distribution u4 242-244explanation of, 240pricng znd.,24l)42product or reruice md. 2,lO-241promorion md, 244

lvf aketing systen 234, 235Makmm, Gidmn D.,59Milkowitz, Slephen, 15Marks, Alan M., 300Mrkups,24l-242Makus, Christen,8TMrone-Cinzano, Eruicq 71Man, M., 183Mushall, Jeffrey, 182Mashalt, Smantha, 290n, 44lnM6lin, Janer, 492Mason, Colin, 215Matherne, Brett P-, 2 t5Matson, E,437Manel, 15 1, 285Matthews, C., 32Maxwell. Brian, 379-380Maxwell, Jennifer, 379-380McCall, Kimberly L., 236nMcClatchey, Christire, 376McConnetl, J-,437McDonald's, 83, 150, 1?4,4t3,418McDougall, Patricia, 29McEvily, Suun K.,89McGmth, Rit4 19, 29,31,32,()8Mctaughlin, Molly K., 216McMullan, E4 406McMullen, Jeffery S., 29, 31, 32, 88, 90McQumiq E- F.,32'Me-tm" strategy, 83-84Medical insurance, 11 6-I'17Medtronic (MDT), 76, 139Moetap,272

INDEX 595

Mehta Sephroie N., 279Menton,4l-43MacExchange, 167Mergent, l3lMergem

detemining value o{ 429explmation of, 428n iniemtimal busin6, 150moti!"im for,428objerives, 428-429tmsfening or sfing businas through, zl47types oi 150-15l

Messm, Max, 23nMewluZ.R.,32Michael, Srevil C., 436Miqemultinational hsinesses, 132, 133Mcr@lamics fld Computer Tebnology Corpomtion (MCC), 422Micromft CupomtM, 173-1i4, 281, 4lz

Faebmk and,335Microsoft CopomtionnrIBC Univereal, 422Micrcsoft Exre[,298Microsoft Offie Amnting, 298Mightyligtr 370MillerBrcwing, l5lMin, Smgwmt,89Minority idesa, 149Minority+wned businsses, 14-45, 188Minority small-business invstment @mpuies (MESBICs), 343Mises, L. V.,3lMissim statrent

explanation o{ 205in muketing plan,236

MII,314Mitchell, Rm,29Mixorl A. Malachi, fi" 125-12'1MJMdia.42'lMrchd,L,zl{DMohmty, Sumendm,2l5Mondavi, Robet C., 35-37Moner-Colonques, R., 18lMoneyTrre,4l6Monsmto,343Montgomery David B., 88, 90Mmre, John,492Msal-suppol netwod$, 4 IMom, cwfl,250Morgan, Howard, I 13Morgan, J. P.,419Morga, Karhryn 8a,43Monis, Michrel, 249Morison, Edwild R-,459Monison, Jmnifq, ,t6lMmissey, Briu,30lMorsg Eric,29Mosakowski, 8., 3lMoskovit4 lhstn,333Mount, L, 184Murphy, Anne, 33 IMySpace,97

Naffziger, Dmglro W-, 459Nanotehmlogy,42, 107Niltell, T. J.,437Notucket Netffi, 244Napsier, 170Nmimb4 Subba,376Na4 C. A., 183Nmw-scope strtegy, I 1-82

596 INDEX

NationalAercnautia md Spre Administratio (NASA), 322Natimal Association of Small Buims Investrnot Compmies, 130National Business lrcubation Assciarion" 130Naonal Science Foundtion (NSF), 322National S@uities Mekets Inprcvemmts Act of 1996, 369Narioml Testiog Cente6 (Nrc), 165, 66Nariml Trade Dat Bank (NTDB), 146Nariond Venrc Cpital Assrcialion, 130, 350, 416Native Arerias, 44Naurre Bm. Ltd. (Cse Study)

brckground of, 550new product dvelopment an{ 557objetivc and, 552-55d 556plant md equiprent, 557prercnt sioration and, 55O-55 Iprcjetions md,552-557

Nature's Fomula, 307NBCUniveml, 174Nate, Margaret A. , 411, 432,431Negotixim

ssssrents for, 431-432honesty and deeptim in,4l9stlegies for, 426, 432-433tslc for, 430-431

NoMed Tobnologies (Care Study)be*gmnd of,525-528busiress model an4 530-5llCAD diagnostic prmedurcs ad, 528compmy sinration ad- 532-534@mpetitim md,530cmclusious md 539corcnary artery disase md 527-528financing m{53ul-535nrcltr dinmtic imaging and 528-530vetrture capitl finming md,535-539

Nestl Toll House Cf. 321Nstl USA. 380Net prcfit margin, 355Neubaum. Donald O.- 89New entries

ilsessing attractivenas of, 7G-73customer uncertainty and, 76-78deision to exploit or not exploit, 72-73deisions under uncertainty 2n4,72entrpreneuial remures and, 67-70evironmentl instability an4 7+76explamtion o( 6-7infomation on 70-71intemational. 147-15 llead time ud 78-79rmurc & source of competitive advatage and, 67-68

New entry exploitationiltry stratgy for, 73-79risk reduction stmtelis for, 8l-85

Newmn. Rick. 122Ngiam, KeMin, 183Niagr4Vincent" 417Nicholas, A.. 184Niaenberg, Brad, 21 l, 27 2Nike, 164Nilsren, David, 321Nolen-Heksema. S..32NoMoreCold-Calling, 229Nonampete ag@ment, 194Nondisclmure agremilt, 17 2. 1 94Nonequity mangerents, 148-149Nonvertal comnunication, 139-140Noelli, Ron, zt44North Americao Fre Trade Agement (NAFIA), 153

North Arerican Industrial Clasifiqtion System (NAICS), l3l,Norton Clinl 30Nortolr Willim L, Jr., l2lNovatiunu 370nPowe Pesonal Emgy Ceoetor, 451

Obama" Bmk 164,316O'Brim, Jeffrey M., 278, 301Obserotir:n" 229-230Occuparional Safay nd Halth Act (OSHA), 98O'Connor. Edward J-,88Ofrcial Gqzeue (U.S. PentmdTdemark Offi@),98, 170Ohlson. tGisti.216Oklahom Naionl Bank (Ce Saudy)

Packgrcuod of, 563, 565-566competition ild, 57 l-572cultre m4 570-571fi nmcial perfome md, 56G570future and. 572mket dymics ad,571Oklahoma banking indutry il(565prcducs and,56U.S. banking idustry il(563-55

Olln Kemeth W., 2Olmstead. L.. 183Olofsson, C-, ,108Olson, E. M.,9OOmidyar, Piene M., 370one2one [eming Foundion, 306O'Nelll, Sm, 168Opemting budgel 282-285Opemtions plans, 207-208Opportunity ffilysis, 8-9Opportunity ssessrent plarL 8-9, 128-130Opportunity, entreprcneuril qientation towe4 46Opportuity identifi mtion, 7-9Opportunity rdognition

explaation of, I l0-l I Iinfomtion soug and l3Fl33opportmity $sessrent plm ild. 128-130

Opponunity, window of, E, 1,7l-72Odinsry innovatiotrs, 25, 107-108O'Reilly, Brim,216Orgmic{rienttion trend, 9Orgmization culture, 27 l-27 2Orgmizational plms, 208-209Organizations

bord of advisors foc 274board of drffton for, 273-274capital requircments fu, 2.61- :262continuity of, 260msts of starting, 20design of, 268-270entrepreneurial intentims within existing, 45-54establishing corpomt entreprereurehip in, 54-57legal issues ln setting up, 163, 257limited liability ompmy nd, 265-268mmagerent ontrol of 262mamgene nt lem md qlure in,27 l-212new prcduct clmsifitid by, lg)-l lOoutside advisos atr4 274-275omer liability in, 258-260owneship and,258prcfit md loss distribuim in, 262-263raising capital for, 263S corporatims md,265_26tax issues for, 263-265trmsferability of intercst in, 2l

Ortinau, David J., 250

132

INDEX 597

Osbom, Alex E, 123Orcrmd Belle,96Outsourcing, 132, 133Owafer,244Omerequity,294

Packrd, Davi4 56P^grc,5t ve,42.6427Page,Iary,272Paine, Kathuine, 14, t5Pap, Peter, 193Pmmeter malysis, l0Prmoi4 lzl-15Parer, Justin, 65-6Prisi, Fancisco, 182Pak, Chmlsmn,406Prk, Seung H.,436Pames, Sldney J., 123Paficipative style of magement, 397-39gPartnering, entrepreneurial, l5 l- 152Partnmhips

budgeting decisions in, 282-283capital requirements for. 261continuity of, 260explanation of, 258legal feto6 irL 259liability in,258-20milagereotcontrcl in, 262profit md loss distribuon in, 262-263tax issues for,26|265irmsfer of intercst in,261,444

Patent C@pration Trary (ICT), 164Pareots. Je dbo Intellctual prcperty: U.S. paient and Tndmark Otrie (pIO)

application for, 165business method, 166-167cheHist to minimire risks regading, 167explmation of, 163infringemem of, 166, 168ntflational, lticeroe agreement for, l?3patentlcenshg businesses, 168provisionat application for, 164-165refom bill for, 164srart-up without, [67types of, 163-164

Patrick, Dmen,374Patzelt, Holgeq ulOSPeachtree (Sage Softwre), 298Pqrce, John A, I[,436Penetration sttgies, 381, 385Pemington, AprilY., TlrL 398nPenose, Edith,407Pennila, Chis, 279Pepsi-Cola, 135Perceived desimbi lit 3 8Psdue, Fmk,95Perfrct Dimer, 210Perry, Stephen C-,215Pemonal suweys, 230Petes, Michaef P., t I In, tl5n, II6n,122.123,250Petersen, Chis, 122Penus, Michael L., 107Philip Monis, 143, t5lPhilips, Edwrd A.,460Plilips Petroleurl 150Pickens, T. Boone, 305Pickus, David, 418Pike, G., 183Pilmar, John, 249

Pinchor, c., III,63Pinedat, Yovmna, 330PixaAnimion Studios. 174Plant patents, 164Plunkett, 131Pofldt, 8., ,+08Poker, lelevision, 159-160Pof uoid Corporatio n, 523, 524Politica.l-[egal envircnment, 135-137Polical philosophy, l4 IPolical riskanalysis, 136Polonchek, Am 376Portfolio of initiatives approach, 80Portfolio Reseach, 333PoshTots,384Port, K. L., 183Porter,L.W.,279Powell, Gary N-,60Powell, W.,62PowerBalnc-,379 380Poza. Emesto, l45nItu, S.8,63Prrcept Busincs Services, 30Preliminary screening, venture carical, 349PBilt value of future c6h tlow, 356Price Club, 255Price, Sol, 255Priceline.con 167Pri@Snat,255Pricing

cotrrptiton and, 242@sts and, 241mkups or mugins and, 247-242

Pricing mndment, 39Primary sources

exptmtion oi 229on intemtioml mkets, l,l4rethods to gather data trom,229-232

Principle of analysis, 40OPrinciple ofdese, 4@Principle of effativeness, 4@Principle of prioritized plmning, 401Principle of malysis, 401Princple of emwork, f@-401Priu knowledge, 70hioritized planning principle, 401Private invests. Se alro Bminess angels

busnss ples md pitches md, l9l-194chmteristics of, 339-340private offerings fm, 324Regulation D md, 32,1-326statistics regardi ng, 339-34 Ityps oi 324

Private offeringsexplamon of,324Regulation D and, 324-326

Private venture-capilal firms, 343Prc foma balane slree,292-294Prc foma esh flow, 288-292Po fom incore statements

explaation of,285-286prcpuation of,28-288prcjtions for 292

Pro foma mres md arplications of fu nds.296-297Problem invmtory malysis, l00 l0lProCore Laboratories, 308Prctef &Gmble, l14Prmoor, Roy.492Product development stage, I l7

598 INDEX

Product development straegis, 382, 385Product-evolution pmess, 24-25Prodrct extension rerger, 150-l5lProduct life cycle, I t tProduct plmning md developnot prcess

concept stage o[, lf4, I 16-l l7establishng elution aiteria duing, I l1-114explmation of, 1l Iidea stage of, I 14prcduct development stage of, I 17test milkeling stge of, t 17

Product sfety ed liability, 137, 175Production budget, 283Pmduction control,211Prcduction plans, 207ProducEvity,399Products

classification of new' 109-1 10competitive compily and prcduct infomtion, 131dening new, 109of franchlses, 4 l3horizmtat inaeglion md, 38t-385new uses of, J82as source of idm, 98

Prcfcsional employer orgmizations (PEOs), 397Prcfessiomfsupport networks, 4l-43Prcfttabity mtios,355Profits mnagement, 39,+-395Progressive Rehb,418Promotion, 244Prcperty insumnce, 176Proprietorships

capital requirements fo( 2 Icontinuiiy of, 260explmation of, 258legal frctors in, 259mnagemqt control in, 262prcfit and loss distribum in, 262-23tax issues for, 263, 2trasfer of intercst i, 2 I

Prospatus, 367-368Protectionism, 152Provisional [Htilt apptication, 16,1- 165Prowse, S.,375P2P companies, l7lPublic domin, 163Public-equity mrket, 337Public offering. See Initial public offering (IPO)Publix gcery store, 297Purell, C., 183

Qian, Gongming,407Quad Mark 50Quality control

explanatioB oi 2l tof frmchires,4f,l-415

Questonnairesexmple of, 231fuoction of,230,232

QuickBooks (Intuit Inc-), 298Quiet period, 39Quinta Corporatior. 197

R. H. Macy md Co.,430R&H Safety Sales Corpm 98Rapoa, J., 183Repapof, Alfrc{ 300Ratio analysis,353

Ratiosrctivity,354calculatim of fimcial, 353fimial,353levenge 35zt-355liquidity, 35F354pmfitability,355

RawlinsoL I. ceoffrey, 123Ray, Somv,87Rayasan Rauka, 330Rel 6tat loans,313Rmalysis principle,,l0lReord kcping,396Rtrording ldustryAswiation of Amsie (RIAA), 170, l7 IReycleBank,416Red hffiing,368RedPeg Ma*eting,271Reebok 164.239Refemlsms,34lRefltm tsks, 18Registration statement

explanatim of,366-37plwdwfu,368-369pmpctrs m4 367-368

Regulation Dexpluatio of,32t1-32filings under, 337, 339

Reis. Bob.95Religion, l4lRelypsa 416Rorgmization ,See Ctnpter I I bmkruptcyRepHmttrnet,229Replrcmntvalre,35Rserch ud developlmt mited partnffihips

benefits and cmts of,319-120@mpouts oi 318-319examples of, 320explarntim of, 3 18prcedw fm,3l9

Rqreh and development (R&D), 98Reseruatim prie, 431Resoues

cominent and control of, 497cmting hndle of, 68-70deteminatioo of requircd, 9entrcprcruial,6&59explanation of, 68u soure of mmpetitive advmtge, 67-68

Ressi. A&o,311Ressi. Alq.3llRestoation+imtation- 2O. 2lRetum m inv6trient, 355Reuber. RebecmA...l07Revure bminstoming, 102Rewadsysen 47-48, 53, 5Reae. Zabihollah. 301Rhods. Davkl 301Riddle, Liesl 155Rinn. Andrcw.2?9Risk

expruion,415explamtim of,8lwindow of opportmity md, 8

Riskassruml 209Risk{aptal milkets, 337Risk rcdrction strategies

brcad-scope,82imitation.82-84

mmaging newness, 85omow-sco[E, 8l-{2

Rizzo, Fmnk,492Robbie, K.,62Robbins, D. 8.,437Robbiro, Mclrar 461Robert Mondavi Wirery 35-37Roberts, Michael J., 3tRobetson, Thmas, l09Robimon, Willim T., 89Rche-Tarr, Dona E., 27 9Rrckefeller Fundation, 370Rodriguez, Alex, 316Rodrigrez, Julie,44Rohrbach, Bemd, 100Role models,,10--41Romtrdt, Robrt C., I l, 62Rmq Robert,540Rosati, Fabio, 132, 133Roseq Ber 62Rorenberg, Nthan, 90Rosenberger, Jeff, 436Rorenburg, K-.437Ross, Christopher A-, 60Round, Johr 156Royalty partnership, 319Rubanik, Yuri,87Rudelius, W., 250. 301,302Ruefli, T. W., 90Ruekert, R. W.,90Rug Bug Corpotion (Cffi Study)

brckground of,5,10business descriptim md 54[business leation and, 542fi nancial inforuti on nd, 542-549romgenent/oemtions ud, 542mketing component md. 54 l-542product description and, 541

Rugmm, Alan M-, 407Rute 145 (SEC),337Rule 146 (SEC),337Rule 504 (SEC), 325Rule 505 (SEC)- 325Rule 506 (SEC), 325Rutherford, J-, 183Ryan, Kenneth 8., t82Ryan, Paul, 168

S @rpotionadvantages of, 26disadvantages o( 266elhics md, 267explmation of, 258, 265-266limited liabiliry company vs.,265succession in, ,144

Safeway, I 74Sahlmm, WilliamA.,215Sahu, Vimal, 249Sale of business

ditect,445446employ@ st@k option plan md, z146magerent buyd,446-447

Sales budget, 283Salescontrol,2[ ISales erhics, 236Salmn, Iessic Ragan, 301Sm's Club, 255Sadberg, Sheryl,335

INDEX 599

Sandoloski, [e,418Smtiago Solutiom Gmup, 384Sapieua [L J.,90, 123Smvathy, Smq l(F12,29,3O 31Sarbas-Oxley Act of 2002

explmtion of, 177-178finmcial trmparency ad 361funaion oL273.)62reporting requirc|mts al4 371

Sarkil. M.8..437Satym (SAY), 360Saverin. Eduardo, 333SBIC fim. S Small businm invatrent companies (SBIC)SBIR gmts progrun, 320,322-323Scarbrcug[ Shehy, z16lSchaper, Michrel, 155Scheinfeld. R. C.. 183Schilling, Frederick,,l45Schindehutte. Minel 249Schmid Makm M..374Schmitt, Emily,297nSchnm. S. P..90Schnw. G..31Schreiber. Ieff.3l0Schulze, Willim S., f07Schumpeter, t. A-,3lSchuppe, W. P.,,1lSchut, H., 32Schwartz, J. Stanford, 89, 90Scope,8lSCORE. Sa Sewie Corps of Retired Exwutivo (SCORE)Smtt evest LLC, 398Scott Matthew.3?0Seama. Smuel- 248SaRail Interotionl Irc., 78Sruchengins, 132,200Sebastian. Robert. lTlnSecondary sourcc

explanarion of, 227function of.225on intemtional mkas. 144. l16for market resffh d^fa.227128

Squities Act of 1933.339,359.367Seurities md Exchuge Comission (SEC)

finmcial transprency ild, 360-361financing issues md, 324, 32.6, 337, 339going public md, 359, 362-363rcgisttion statemeot Md, 366-367, 368-369rcporting requirements md, 371

Srcurities Excbange Act of 1934, 371Seda. Cathqine. 245nSeiko,517Self

600 INDEX

Sharper lmge, zl48Shephe4 Dea A., 17 n, 29, 3O, 3 1, 32, 1, 62, 8& 90, 2102n, 107, 4O8,

437,60ShemAct 428Shem, Alia Pilar. l4nStrader, Rodre 88,90Siegel W-,437Siemens (Sl), 138, 168Signifimt mpital appraiation, venme capit|, 349Silimn Stonge Tchnology (SST), 364Silvu4mberg, Jesica. 338nSilva. Spener,56Slmnde Mark 121Simon, H. A.,3lSinegaf. Jim, 255-256. 269, 279Singh, Alok 3?0SiugulrRewh, 168Simon. D. G..31Sitkin. S. 8.. 32Sihration malysis, 237Siwilop, S., 182Skills ffsssrent, 190Skolnik Industriq, 392S[],MalL 427Slatr, S. F- 90Slower, Frell K.,37Small Busim Adminlstmtion (SBA), 43, 130, 188, 190, f93, 3 15-318, ,14?,

454,456Small Busiress Development Cenes (SBDC), 130, 190, 456Small Busincs Innovation Rawh (SBIR) pmgran 320, 322-323Small businss investment compilies (SBIC), 343Small Business Investrent Aca of 1958, 342Sunll Business Prctection Act of 199,265Small Bsines Tahnology THSfer Act of 1992,322Srall Buines Tehrclogy Trosfer (STTR) prcgm, 322-323Smith Brck 29Smith. Federick W. 93-95Smith.JmIC.46lSmith. Kare.214Smith, Ken G-,406Snap Fltness fnc., 418Snyder, Rick,42Smal network Web sites, 200

Faabmk 97- 133-33Social structure, l4OScial trend,97Soffbant Capiral, 3l 1Softwre

mcial,298venturscapital investnent in, 314, 345

Soh Pek-hooi.375Sohl, Jeffrey, 342Song, Jaeki, 249Sonnenfeld, Jeftrey A-, 278Sony, 174Soucw. Miim 492Souds, Willim 8., 104n, 123Soitaris, Vangelis, 375Southlnd Storcs, 150Sothwest Airlinq, 401-402Spmx, 108Spindlu, James C.,374Stgen, Rand, 105Stakeholders,22Stambergm, Juli4 273Standard lndustrial Classihcation (SIC) codes, 132Stanftrd Univesity, 314Stk Matrhil- 215

Staft-upscapital budget for Inteflet, 288msts of,260failure of,447-448wnture capital fimrcing ad 416without patents, 167

State-spomored venhrrc-capitat rn4 343state, w. B., 183S.w, 8.,62Saensm. IGvin H.,436Stein, Alexilder,2l5Seinhart, Michrel J., 216Stelter, DmiI,301Stemmle, Demis, 50Stem, Brett, 297Stevenson, Howard H., 3 l, 45, 50n, 61, 63Stflart, Wayne, Ir., 89Stickney, Clyde P., 302Sock eles, 353, zl42Stodder, Cayle Sato, 78nStoller. Gregory L., 470n,,184nSTP (segmentatioo, targeting and positioning) prmss,Straight comercial lml 3 t4Su:ake, J.,62Strandholm, Kuen,436Su-ategic orientation, 46Stntegic tasks, 18Stremctrt, l?0Srmbe, M. S.,32Stritmberg, Per, 374Subway,413,415Suaession

explanation o( zl42to family members,443lo tronfmily rembers, 143-4,14

Sulliva+ J. D' 183SuperValu (SVU), 297Supplies,235Support system

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

Surueysexplmation of, 230focus grcups, 99-100, 232methods for, 230

Sulon, R. t-,32Smfeldq C.,32Swirching costs, 79Synetgy

explanaon oi 425joint ventures il4 150mergers md, 15l

Syntex Corpomtion,320

Taantino. David, 301Tilget markt

explanarion of, 237-23Emilket sgmentatioo

^nd, 23U239

strcngths md weaknarcs of,240undestandin g neds of , 239-24O

Taub, R. P., 123Tauber, Fiward M., lOlnTaulli, Tom, 374Tauoton, Peier, 418Tbx issues

for corporations, 24, 265for entreprenem, 395-396rergmmd, l5l

ll

for part nerships, 263-265for proprietonhips, 263, 264

Taytor Gitu,427Taylor, Mandie, 30tTaylor, Steven A.,250Taylor, Willianl 122Tal, Roberq 397Tem spirit,398Tamworlg 52,54

management tram, 257, 27 | 17 ZTeamwork principle, 4O0-40 tTerhnological innovtions

combining, in megem, 151corpora0e entrepreneurship md- 55evaluang potential, 203explaation of,25, 106, 107intemational milket ild, 137knowledge md,70

Tahnological un@rtainty, 75-76Tehan, Jinl 307, 108TelePay,306Telephone suweys, 230Television pokec 159-16OTeplensky, Jill D., 89, 90Teresa Cascioli Charitable Foundation, 140Terhanian, G@rge, 214Test marketing stag, I l?Things Remenbered, 143Third-pany mngements, 135Thomson Reuters,4 [63i,3703M,52, 56-57, 313Tire magement, 388

benefits of, 39-400principles of, 40G-4Ot

Tiscione, Anthony, 426Tiscione, Jmes, 426-427Tolshchikova, Nadya, 525n, 572nTop mmagement commitment, 55Torgrimson, C. G, 32Tones, Nichole L., 257n,461Tosh, Ronald,418'loyota,7 5,422Tozzi, Iohn, 4l6nTmde

bffiie$ to, 152-153entrepreneurial entry and, 147-148

Trade assmiations, 132Trade blms, 152-153Trade publications, 133Irade sarets- .See ho Inellectual property

explanation oi 171nondisclosure agrrement for, t7l, 172protection of, t7 l-173

Tademark Electronic Application System (TEAS), 170Trademark Ofrcal Cazetle (U.S Patent and Trademark Office), 170Tademrks. Se also lntellectual propty

explanation of, 167, 169tirensing of, 173registering of, 169- 170

TmlIer, Barry,229Training

employe,399franchisre, 413--414

Tansition Netwoks [nc., I 19Trilsport mode selection, f92Tremont Elctric,45lTrends.96 97

INDEX 5O1

Trilogy Limited,320TriNet Employer Group Inc-, 397Tubs To Co, 418Tdor, Keith,384Tum-key prcjecs, 148-149Tumq Test Prep Co. (Cse Study), tt-467Tistirl Mrcus,492Twomey, David,461'l!o,36t

Ucbromn, Deniz, 89, 155Ureno, Mac,529Uncertainty

fo customers, 76-78demd,75making deisions unde 72technotogical. 75-76

underuriting, 364, 365-36afterurkt support, 369, 3?0IPO and, 363, 370

Undeuring syndicate, 365Unilevq,343U.S. Bancorp, 338U.S. Bmknptcy Court, 450U.S. Chamber Small Business Cener, 130U.S. Department of Comerce, | 46, 290, 3U, 444U-S. Department of Defeme (DOD), 322U.S Departre of Eneryy (E), 322U.S- Department of Health and Human Sewhs (DHHS), 322U.S. Dpartnent ofJustice, 428U-S. Department of Labor. 177U.S. Patent md Tdemark Offire (PTO), 98, 163, 164, 165, 169-170' 426U.S. Tremury Department Omce of Thrift Superyision (OTS), 338Udvesity-spoosored venture{apital fu nds, 343-3'14Upton, Nmcy,248USAA, 1 18Uwenr, J., 43?Utility patents, 13Uzzi,8.,62,63

Valuatimactivity ratios md, 354facton in, 352-353general approaches to, 355-357genemt rethod of, 357-358of fntemet companies, 358-359levenge atios md, 354-355liquidity ratios and, 353-354profitability raos m4 355mtio mtysis and, 353

Value-added chain, 383-384Yaltes. ate, 23 . 272Vm Auken, Howard, 300Vadmberg, J. D., l66nVmneste, Sven, 182Venkatraman, S., 3lVe nt[e-@pital fim, evaluation of, 3l IVenture-capital nvestments

qiteria for comitment of, 348-349in developing world, 370explmation of, 341favorite startups,416historiaf backgrcun d of , 342-344by industry recror, 344, 345methods for l@ting, 350by region, 34-347risks and retums for, 348saregies for obtaining, 35O-352

602 INDEX

Venture-apital mired ptuerships, 341Ventrerapital market

explmtion of, 337Wofrleof,344-346types offim in,343-344

Venorecapital pmesexplrution of,347s{ags it 344, 345,346,347-350

Ventrc Frcgs,281Venturc\ 205-207Vebeke, Ala, 407Verizon, 168Vertical mager, 150Vmper, Karl,3lVbmt Bminn 97Victoria's Strret,307Virn, Raphrel buis, l05nVolutary bankropcy,452

Wal-MaG 255,256Waldrcq Mailyn A.,300Walker, Frmh 78Walker, O. C., Jr- 90Walker, ScoG 305-308Walsh, Michrel 572nWalsh, Rod,389nWmley, Bmq214Ward, John L., 279Wrehouw stores, 255-256WmqBrothm, t74Wmen, Eliaberh,4,()Warerftr4 143Watkim-Mathys, Lomine, 156WatsoL Waneq 89Weaver, Mrk K.,436Web sit6. .t arro Intmt

advie abut 245developmenr of. t 18. t 19E+omeremd, 118evalum of, 21 I

Web tmd, 97Webe Jares 8.,563nWebq, Paula S.,563nWebgity, 133Websier, John G.,540$r'einerg F. E.,32Weinsein, Bruce, 285n, 3 l7nWeiss, Cater, 183Weiss, G., 184tlr'eiss, L. E-, 63Wells, A-, 32Wells Fargo,338Welsh & Katz, 162Wmger, Sea,572nWestbrolq Jay twence, 460Westem, JmcW.,330rrVesem Publishiry, I 5 IWathed, Paul,89, 155Westinghose,422Wetzel W.8., Jr.,375Whalen, Jamq,302Whole Foods (WFMI), 210, 29jWiklund, J., 45n, 5On, 59, 63, 402n, ,107 ,4AB, 437Mlburu Nicola. 132, 133Wilbum, Rmd 132, 133Wild Rufus Rwds. 454. 456

Mldie, Paul,46lWilliams, Colin C., 156Willim, David,250Wiuiams, Tbd,373Wilw, Charlie, 78Wilson, Sara,301Window of opportuity, 8,46,7l-:72Window Works,4l7W-mer. Ruall S., 249,250Winn, Stever 492The Winslow Clock Compuy (Cae Study)

backgrcud of,516-518industry infrmtq and, 5 I 8-5 19management md, 524-525marketing ptm md saraEgy Md, 522-523opentions mmagemn d. 52t-524product infomon and" 519-522

witt, Ctyde 8.,461Wolinsky, Howud,2l0nWomen Angels, 342Women, m busiress mgels, 342Women-owned businesrcs, 43-44Women's BGiness Enterprise National Council (WBENC), .14Women's Busiqros Enterprise (WBE), 214Wmg, Poh-kam,375Wm, C.,62Wmd, D. Roble Jr,435Woodwild, David, t56Woodward, Mlliam.62Woolston, Tom, 16?Work history 40Worken' ompensation, 176World Intelletual Property Organazarion (WIPO), 164World PokerTou, 159, 160World Trade Orgmiation (WTO), I 64Worldon 361Worell, David,279Wonhington Comtmy, 125Wozniak, Steven, 56WPT China National Taktor Poker Tour, t60WPT Enterprises, 16Owrighr, M.,62, 89. t55

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

Yate Univenity,422Yarbrough, Jeffrey, 448, 4 IYeh, Bing,364

Zachary, Gmrge,3llZackaakis, Andreq 460Zahed, Fatemeh Mnan 249Zahru, ShakerA., 28, 60, 89, 435Zappos.con 281-282Taye's,255Ziaz,G,erald J., qBZrmat,L.,376Zhang, Jing,375Ziegle( Roben W., 104n, 123Zimq, Cathqine,62Zimeron, Heinz,374Zimerma, MonicaA,408Zipct,274Ziqitu,370Zuckerberg, Muk, 333-336