- Marketing the New Venture 206
The Marketing and Entrepreneurship Interface 208 Marketing Concept and
Orientation 299 Marketing Strategy 214 Marketing on the Internet 232 Sales
Forecasting 240 Summary 242 Key Terms 243 Discussion Questions 244
Exercises 244 Discussion Case 245 Appendix: Case Study: EMC Site
Expansion 246 - Foundations of New Venture Finance 252
Determining Financial Needs 254 Sources of Financing 261 New Venture
Valuation 276 Legal and Tax Issues 282 Summary 291 Key Terms 292
Discussion Questions 292 Exercises 293 Discussion Case 293 Appendix: The
Initial Public Offering (IPO) Process 295 - Securing Investors and Structuring the Deal 298
Approaching Investors 301 Structuring the Deal 309 Negotiation Skills 319
Summary 327 Key Terms 328 Discussion Questions 328 Exercises 328
Discussion Case 000 Appendix A: Sample Series A Preferred Stock Term Sheet 330
Appendix B: Investment Agreement Outline 333 Appendix C: Negotiable Terms to
a Financial Agreement 335 - Creating the Organization 338
The Top Management Team 341 Building An Enduring Organization 351 The
Organization’s Boundaries 355 Networking and Alliances 357 Traditional
Organizational Structure 364 Entrepreneurial Performance: The Balanced
Scorecard 366 The Entrepreneurial Workplace 369 Most Successful Human
Resource Practices 373 Summary 376 Key Terms 378 Discussion
Questions 378 Exercises 379 Networking Exercises 379 Discussion Case 380 - Intrapreneurship and Corporate Venturing 382
Intrapreneurship 384 Advantages and Barriers to Intrapreneurship 389 The Process
of Intrapreneurship 391 Intrapreneurial Strategies 398 Guildelines for Success 404
Summary 407 Key Terms 407 Discussion Questions 408 Exercises 408
Discussion Case 409 Appendix: The Franchising Alternative 410iv ENTREPRENEURSHIP