{"id":{"repo_id":"uiuc","oai_identifier":"oai:www.ideals.illinois.edu:2142/22550"},"canonical_url":"https://search.dev.ndltd.org/etd/uiuc/oai:www.ideals.illinois.edu:2142/22550","repository":{"repo_id":"uiuc","name":"University of Illinois - Urbana-Champaign","base_url":"https://www.ideals.illinois.edu/oai-pmh"},"display":{"title":"Marketing, strategy, and the small firm: A systematic inquiry","abstract":"The purpose of this dissertation was to empirically investigate and better understand the linkage between business orientation, strategic posture, marketing strategy, and performance. The theoretical model employed explicitly incorporated a contingency approach to theory development, and as such contained contingency variables, response variables, and performance variables.","abstract_html":"The purpose of this dissertation was to empirically investigate and better understand the linkage between business orientation, strategic posture, marketing strategy, and performance. The theoretical model employed explicitly incorporated a contingency approach to theory development, and as such contained contingency variables, response variables, and performance variables.","abstract_has_math":false,"creators":["Trapp, Paul Stephen"],"institution":"University of Illinois at Urbana-Champaign","degree_name":"Ph.D.","degree_level":"Dissertation","degree_discipline":"Business Administration","degree_department":null,"school":null,"contributors":["Gardner, D."],"advisors":[],"committee_chairs":[],"committee_members":[],"year":2011,"date_issued":"2011-05-07T13:43:29Z","date_published":"2011-05-07T13:43:29Z","updated_at":"2026-07-22T22:25:20Z","subjects":["Business Administration, Marketing"],"languages":["eng"],"rights":["Copyright 1991 Trapp, Paul Stephen"],"rights_urls":[],"identifier_entries":[{"key":"dc:identifier","label":"Identifier","values":["AAI9211015","(UMI)AAI9211015"],"render_values":[{"text":"AAI9211015","href":null,"code":true},{"text":"(UMI)AAI9211015","href":null,"code":true}]}]},"links":{"outbound_url":"http://hdl.handle.net/2142/22550","outbound_label":"Handle","outbound_source":"dc:identifier"},"metadata_groups":[{"id":"people","label":"People","entries":[{"key":"dc:contributor","label":"Contributor","values":["Gardner, D."]},{"key":"dc:creator","label":"Author","values":["Trapp, Paul Stephen"]}]},{"id":"academic_context","label":"Academic Context","entries":[{"key":"dc:date","label":"Dc Date","values":["2011-05-07T13:43:29Z","10000-01-01","1991"]},{"key":"dc:type","label":"Dc Type","values":["text"]},{"key":"thesis:degree_discipline","label":"Discipline","values":["Business Administration"]},{"key":"thesis:degree_level","label":"Degree Level","values":["Dissertation"]},{"key":"thesis:degree_name","label":"Degree Name","values":["Ph.D."]},{"key":"thesis:institution_name","label":"Thesis Institution Name","values":["University of Illinois at Urbana-Champaign"]}]},{"id":"subjects_keywords","label":"Subjects and Keywords","entries":[{"key":"dc:subject","label":"Dc Subject","values":["Business Administration, Marketing"]}]},{"id":"language_rights","label":"Language and Rights","entries":[{"key":"dc:language","label":"Dc Language","values":["eng"]},{"key":"dc:rights","label":"Dc Rights","values":["Copyright 1991 Trapp, Paul Stephen"]}]},{"id":"identifiers","label":"Identifiers","entries":[{"key":"dc:identifier","label":"Identifier","values":["AAI9211015","(UMI)AAI9211015","http://hdl.handle.net/2142/22550"]}]},{"id":"additional","label":"Additional Metadata","entries":[{"key":"dc:description","label":"Description","values":["The purpose of this dissertation was to empirically investigate and better understand the linkage between business orientation, strategic posture, marketing strategy, and performance. The theoretical model employed explicitly incorporated a contingency approach to theory development, and as such contained contingency variables, response variables, and performance variables.","The population under study was defined as independently owned and operated Christian bookstores. A sample of 600 firms was drawn from the national membership roster of the Christian Booksellers Association. Utilizing a highly structured mail questionnaire to collect data for the study, 301 usable responses were obtained. In addition to the Christian booksellers, a second sample was collected for the purpose of comparison. This second sample was composed of 208 retailer clientele from the Small Business Development Center (SBDC) of Northwest Indiana (89 usable responses obtained).","Several conclusions were drawn from the results of this dissertation. Overall, the theoretical model offered a viable framework for investigating the research questions put forth and their attendant hypotheses. There did appear to be a systematic relationship between business orientation, strategic posture (as operationalized by the Miles and Snow strategic typology), and extent of marketing strategy practices. Prospector type organizations exhibited a greater marketing orientation than Analyzer or Defender type organizations, and engaged in marketing strategy practice activities to a greater extent than either of the latter as well. Marketing strategy practices did have an impact on performance (i.e., sales, net profit/loss, sales per square foot, change in sales, profit margin), however the impact of specific practices was not universal across all such measures. Firm and owner/manager characteristics had a significant impact on performance, more so than an organization's current business orientation, strategic posture, and extent of marketing strategy practice activities. The importance of restricting samples of study to sets of firms within homogeneous strategic situations was reaffirmed by the results of the SBDC clientele analysis.","Made available in DSpace on 2011-05-07T13:43:29Z (GMT). No. of bitstreams: 2 license.txt: 4922 bytes, checksum: 910b249b4beec47e7ab768910c8f966f (MD5) 9211015.pdf: 5897868 bytes, checksum: d5b6c82c3d56ce098a55a5a47c2ba993 (MD5) Previous issue date: 1991","Item marked as restricted to the 'UIUC Users [automated]' Group (id=2) by Howard Ding (hding2@illinois.edu) on 2011-05-07T14:58:23Z Item is restricted indefinitely.","Restriction data tranferred 2014-07-01T11:27:27-05:00 Original Data Group with Access UIUC Users [automated] Release Date: none Reason: ETDs are only available to UIUC Users without author permission","ETDs are only available to UIUC Users without author permission","U of I Only"]},{"key":"dc:title","label":"Title","values":["Marketing, strategy, and the small firm: A systematic inquiry"]}]}],"canonical_facts":{"dc:contributor":["Gardner, D."],"dc:creator":["Trapp, Paul Stephen"],"dc:date":["2011-05-07T13:43:29Z","10000-01-01","1991"],"dc:description":["The purpose of this dissertation was to empirically investigate and better understand the linkage between business orientation, strategic posture, marketing strategy, and performance. The theoretical model employed explicitly incorporated a contingency approach to theory development, and as such contained contingency variables, response variables, and performance variables.","The population under study was defined as independently owned and operated Christian bookstores. A sample of 600 firms was drawn from the national membership roster of the Christian Booksellers Association. Utilizing a highly structured mail questionnaire to collect data for the study, 301 usable responses were obtained. In addition to the Christian booksellers, a second sample was collected for the purpose of comparison. This second sample was composed of 208 retailer clientele from the Small Business Development Center (SBDC) of Northwest Indiana (89 usable responses obtained).","Several conclusions were drawn from the results of this dissertation. Overall, the theoretical model offered a viable framework for investigating the research questions put forth and their attendant hypotheses. There did appear to be a systematic relationship between business orientation, strategic posture (as operationalized by the Miles and Snow strategic typology), and extent of marketing strategy practices. Prospector type organizations exhibited a greater marketing orientation than Analyzer or Defender type organizations, and engaged in marketing strategy practice activities to a greater extent than either of the latter as well. Marketing strategy practices did have an impact on performance (i.e., sales, net profit/loss, sales per square foot, change in sales, profit margin), however the impact of specific practices was not universal across all such measures. Firm and owner/manager characteristics had a significant impact on performance, more so than an organization's current business orientation, strategic posture, and extent of marketing strategy practice activities. The importance of restricting samples of study to sets of firms within homogeneous strategic situations was reaffirmed by the results of the SBDC clientele analysis.","Made available in DSpace on 2011-05-07T13:43:29Z (GMT). No. of bitstreams: 2 license.txt: 4922 bytes, checksum: 910b249b4beec47e7ab768910c8f966f (MD5) 9211015.pdf: 5897868 bytes, checksum: d5b6c82c3d56ce098a55a5a47c2ba993 (MD5) Previous issue date: 1991","Item marked as restricted to the 'UIUC Users [automated]' Group (id=2) by Howard Ding (hding2@illinois.edu) on 2011-05-07T14:58:23Z Item is restricted indefinitely.","Restriction data tranferred 2014-07-01T11:27:27-05:00 Original Data Group with Access UIUC Users [automated] Release Date: none Reason: ETDs are only available to UIUC Users without author permission","ETDs are only available to UIUC Users without author permission","U of I Only"],"dc:identifier":["AAI9211015","(UMI)AAI9211015","http://hdl.handle.net/2142/22550"],"dc:language":["eng"],"dc:rights":["Copyright 1991 Trapp, Paul Stephen"],"dc:subject":["Business Administration, Marketing"],"dc:title":["Marketing, strategy, and the small firm: A systematic inquiry"],"dc:type":["text"],"thesis:degree_discipline":["Business Administration"],"thesis:degree_level":["Dissertation"],"thesis:degree_name":["Ph.D."],"thesis:institution_name":["University of Illinois at Urbana-Champaign"]},"updated_at":"2026-07-22T22:25:20Z"}