582 ENTREPRENEURSHIP
market testing, 212
market timing and closing for IPOs, 297
marketing
business and consumer marketing, 224, 225
business plans, 191–192
buzzmarketing, 380–381
marketing activities
distribution decisions, 225–227, 228, 229
pricing, 216–222
product and service decisions, 222–225
promotion, 227–232
marketing new ventures, 206–251
distribution decisions, 225–227, 228, 229
entrepreneurship, interfacing with, 208–209
Internet marketing, 232–240, 245–246
market research, 210–214, 215
market segmentation, 215–216, 217
marketing activities, 216–232
marketing concept and orientation, 209–214, 215
marketing strategy, 208, 214–232, 432–434
pricing, 216–222
product and service decisions, 222–225
promotion, 227–232
public service, 207–208
sales forecasting, 240–242
site expansion, 246–251
marketing strategy
business plans, 170, 192–194
distribution, 225–227, 228, 229
engagement strategy, 532–533
fast-food industry, 447, 449–450, 461–462
market penetration, 220
market segmentation, 215–216, 217, 432
marketing activities, 216–232
new ventures, 208, 432–434
pricing, 216–222
product and service decisions, 222–225
promotion, 227–232
sustainable advantage, source of, 214–215
mash-up business models, 115
Massachusetts Route 122 entrepreneurial area, 44
master franchise agreements, 413
material rewards, 346
maturing industries
industry leader, attacking, 140
industry life cycle, 134, 138
innovation, 138, 139
specializing, 140–141
maximizer complex, 119
meeting the market (competitive) pricing, 219–220
merchant cash advances, 273
mezzanine (fourth-stage) financing, 260–261, 273
“micro-business” firms, 6
micro loans, 270
micro-mezzanine financing, 273
mind mapping, 67–68
minimum wages, 444
minor entry wedges, 119–123
minorities, employment for, 458–459
mission statements
business plans, 185
new venture creation, 438
modification as creative behavior, 66
monitoring business environment, 73–74
monopoly rent, 124
Moore’s law, 430
Mothers Against Drunk Driving, 82
multidivisional structure, described, 365
multiple scenarios for sales forecasting, 242
multiple unit franchise, 413
My Little Book of Prayers (Spafford), 490
n Ach (need for achievement), 52
NASA. See National Aeronautical and Space
Administration (NASA)
nascent entrepreneurs, 156
NASDAQ (National Association of Securities Dealers
Automated Quotations system), 299
National Aeronautical and Space Administration
(NASA)
government sponsorship, 123
venture capital opportunities, 267
virtual office, customer of, 377
National Association of Free-Standing Emergency
Centers, 247
National Association of Securities Dealers Automated
Quotations system (NASDAQ), 299
National Association of Small Business Investment
Companies, 266
National Federation of Independent Business, 78
National Institute of Standards and Technology, 529
national issues, analysis of, 78–80, 82
National Restaurant Association, 442–443, 456, 458
National Rifle Association, 82
National Urban League, 83
need for achievement (n Ach), 52
need spotting, 87
negative displacement, 55–57
negotiation skills
basics of, 321–322, 323
constituent effects, 325
deal, structuring, 319–327
negotiation tactics, 322–327
negotiator characteristics, 323
negotiator-opponent interactions, 324–325
parties to, 319–321
situational and environmental factors, 326–327
third parties, role of, 321, 325–326
timing, 327
negotiations
negotiator-opponent interactions, 324–325
new venture investor process, 308
networking
alliances, 361–362, 362–363, 495
benefits and motivations for, 357, 359
described, 357
extended, 360–361
informal and formal, 357, 359
information strategy, 131
intellectual and human resources, 50
organizations, creating, 357, 359–364
personal, 359–360