Notes 553
from the Web, May 8, 2006, http://online.
wsj.com.
- Vranica, 2006.
- Recommended readings for additional adver-
tising information are Advertising Ageand the
Journal of Advertising Research.
25.See the following references for a more
detailed discussion: G. Churchill Jr., N. Ford,
and O. Walker, Sales Force Management, 4th
ed. (Homewood, IL: Irwin, 1993); W.
Stanton, R. Buskirk, and R. Spiro,
Management of a Sales Force, 8th ed.
(Homewood, IL: Irwin, 1991).
- J. Borzo, “New Services May Bring the End
of Cold Calling,” The Wall Street Journal
Startup Journal Retrieved from the Web,
http://www.startupjournal.com, June 16,
2006. The lists of Web sites that follow are
also from this article.
- S. Needleman, “Accidentally Stumbling on
Viral Marketing,” The Wall Street Journal
Startup Journal. Retrieved from the Web,
June 16, 2006, http://www.startupjournal.
com.
- J. Bosman, “Advertising Is Obsolete,
Everyone Says So.” New York Times, January
23, 2006. Retrieved from the Web,
http://www.nytimes.com/2006/01/23/busi-
ness/media/.
29.M. Mandel and R. Hof, “Rethinking the
Internet,” BusinessWeek, March 26, 2001:
117-22.
- H. Rosenberg, “Student Power, Part 2,”
BusinessWeek, June 20, 2000. Retrieved from
the Web February 23, 2007.
- J. Matthews, “Threatened by eBay?”
Retrieved from the Web February 23, 2007,
http://siliconvalley.internet.com/news/arti-
cle.php/48914.
- See http://www.pwc.com/extweb/pwcpubli-
cations.nsf/docid/FA564C927B0E4D34802
56CC300514CB3. Retrieved from the Web
February 23, 2007.
- Useem, “Dot-Coms: What Have We
Learned?” Fortune, October 30, 2000:
82–104.
- G. Bounds, “For One Domain Shopper,
Haggling Pays Off,” The Wall Street Journal,
May 9, 2005: R8.
- D. Kesmodel, “When the Cookie Crumbles,”
The Wall Street Journal, September 12,2005:
R6.
36.B. Elgin, “Keywords for Ad Buyers: Pay Up,”
BusinessWeek, February 21, 2006: 40.
37. R. Richmond, “Web Ads Present a New
Front in Hacker Wars,” The Wall Street
Journal, June 15, 2006: B3.
38. L. Flynn, “Like This? You’ll Hate That Not
All Web Recommendations Are Welcome,”
New York Times, January 23, 2006. Retrieved
from the Web, http://www.nytimes.com.
39.K. Spors, “Small Talk,” The Wall Street
Journal,April 25, 2006: B8.
40. From an interview with Jason Calacanis con-
ducted by Alan Meckler, “Can Bloggers Make
Money?” The Wall Street Journal Online, April
19, 2006. Retrieved from the Web,
http://www.wsj.com/online.
- D. Kesmodel, “More Marketers Place Web
Ads by Time of Day,” The Wall Street Journal,
June 23, 2006: B1.
42. See K. Marino, Forecasting Sales and Planning
Profits, (Chicago: Probus, 1984).
Chapter 7
1.The Wall Street Journal,October 16, 1992:
R7.
- For example, the lessons of portfolio theory
require that a portfolio exist. The business is
the major, if not the only, asset of many entre-
preneurs,. Similarly, many of the assumptions
of the capital asset pricing model do not hold
true for small, new, privately held firms.
- Basic accounting textbooks include J. J. Wild,
Fundamentals of Accounting (New York:
McGraw-Hill, 2007); and C. Stickney and R.
Weil, Financial Accounting: An Introduction to
Concepts, Methods, Uses. (Cincinnatti:
Southwestern Publishing, 2002). There are
also good online sites for quick review.
http://www.bizzer.com/images/Financial/
http://www.bizzer.com/images/Financial/
http://www.allbusiness.com/accounting-
reporting/reports-statements/1259-1.html
- This is for firms with total investments under
$10 million. U.S. Bureau of the Census,
Quarterly Financial Report: Manufacturing,
Mining and Trade Corporations, 4th Quarter,
1983 (Washington, DC: U.S. Government
Printing Office, 1983): 65, 130, 135.
- This section follows J. Petty and E. Walker,
Financial Management of the Small Firm, 2nd
ed. (Upper Saddle River, NJ: Prentice Hall,
1986): chapter 6.
- Adapted from D. Bonder, D. Garner, and R.
Owen, Arthur Young Guide to Financing for
