574 ENTREPRENEURSHIP
capital
loans, positioning for, 271
as resource, 35
capital assets, 224
capitalization factor, 278–279
captive pricing, 221
career advancement, 375
cash-flow
investor market, segmenting, 310–312
risk sharing, 313
cash-flow cycle
managing and controlling, 258–260
production cycle, 257–258, 259
cash-flow financing, 274–275
cash-flow management
cash flow cycle, 257–260
working capital, 256–260
cash management, rules for, 261, 262
cash-out potential, 303
causal ambiguity, 41–42
caveat emptor attitude, 21
Central Intelligence Agency, 267
Central New York Angels, 265
Chain Leader magazine, 467, 468, 472
challenge, as creativity technique, 67
challengers, top management team members as, 347
channels for distribution. See distribution channels
Chapter 7 bankruptcy, 289–290
Chapter 11 bankruptcy, 290
Chapter 13 bankruptcy, 290
character, personal, 271
characteristic ambiguity, 41
Clayton Act, 221
clicks and bricks business model, 115
CNN (Cable News Network), 73
coalition building, 392, 394
cohesion in top management teams, 347
collaborators, top management team members as, 347
collateral
executive summaries in business plans, 164
loans, positioning for, 271
commitment, long-term, to organization stakeholders,
347
communication
marketing activities, 230
top management teams, maintaining, 348
communicators, top management team members as,
347
company summaries, 164, 165
compatibility strategy, 131–132
compensation and incentives
best practices, 374
partners, for, 196
competence test for strategy, 148
competition
alliance types, 361, 362, 363
business plans, 164, 165
fast-food industry, 460, 462, 464, 468–469, 472
franchises, 415, 417
identifying, 102
new venture creation, 423
voice portal business, 494–495
competitive advantage
crafting and evaluating strategy, 146–147
market share, judging likely, 250
resource and capability characteristics, 37–38, 44
competitive analysis
buyer power, 92, 93, 94–95, 96–97
entry barriers, 92, 93, 98–101
industry analysis, 91–92, 93
model, 92, 93
rivalry between firms, 92, 93, 101–102
substitutes, threat of, 92, 93, 98
supplier power, 92, 93, 95, 97–98
competitive factors in business plans, 92, 93, 169, 187–
189
competitive industry analysis model, 73
competitive (meeting the market) pricing, 219–220
competitor analysis
competition, identifying, 102
competitors, ranking, 102–103
resource-based tool for analysis, 104
competitors
numerous and balanced, 101
ranking, 102–103
strengths of, 193–194
complementarities, as driver of e-commerce, 131, 132
concept testing, 211, 212
conclusions in business plans, 199
conditions, and loan applications, 271
confederate alliances, 361, 363
confirmation stage of diffusion process, 214, 215
conformance standards, 24
conformity in organizational structure, 42–43
conglomerates, 365
conjugate alliances, 361–362, 363
consolidation of industries, 142
constant promotional price, 221
consumer distribution channels, 225–226, 227, 228
consumer goods, 223
consumer marketing, 224
consumers and fast-food industry, 459–460
contingent liabilities, 336–337
continuous improvement strategy, 128
contracted services, 224
contributors, top management team members as, 347
control
deal structuring, 336
personality characteristic, 52, 54
convenience goods, 223
cooperation
cooperative behavior, 364
deals, structuring, 299–300
information strategy, 131–132
core business, attack on, 99
core ideology, 352–353
core purpose
business plans, 185, 191
vision of organization, 353–354
core values
business plans, 185, 191
vision of organization, 353, 354