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Networking in SMEs: Evaluating its contribution to marketing activity

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  • Gilmore, Audrey
  • Carson, David
  • Rocks, Steve

Abstract

This paper examines the networking activities of SME owner/managers within a food distribution channel, and considers them in relation to the marketing decisions made in an increasingly competitive marketplace. The study period coincided with dynamic changes within a UK regional market resulting from the market entry of multinational supermarket companies. Research findings show that there was wide variation in the extent of networking and marketing carried out by the SME owner/managers working within this channel. However, the level of marketing-led decision-making by each SME owner/manager was related to the level of networking, whereby an SME owner/manager who was proactively networking and utilising his/her marketing network displayed a more sophisticated level of marketing-led decision-making. These findings are the result of a 2 year in-depth qualitative study of 12 SME owner/managers working within the same channel.

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  • Gilmore, Audrey & Carson, David & Rocks, Steve, 2006. "Networking in SMEs: Evaluating its contribution to marketing activity," International Business Review, Elsevier, vol. 15(3), pages 278-293, June.
    • Handle: RePEc:eee:iburev:v:15:y:2006:i:3:p:278-293
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    Cited by:

    1. Bužavaitė Monika & Korsakienė Renata, 2018. "Inter-Personal and Inter-Organizational Networks In Internationalization of SMEs: A Bibliometric Analysis and Review," Open Economics, De Gruyter, vol. 1(1), pages 94-104, August.
    2. Sara Parry & Paul Westhead, 2016. "Mobilizing relationship marketing to ensure venture development in a rural resource-constrained bilingual context: The case of Draig Technology Limited," Working Papers 16002, Bangor Business School, Prifysgol Bangor University (Cymru / Wales).
    3. Emre S. Ozmen & M. Atilla Öner & Farzad Khosrowshahi & Jason Underwood, 2014. "SMEs’ Purchasing Habits," SAGE Open, , vol. 4(2), pages 21582440145, May.
    4. Pla-Barber, José & Alegre, Joaquín, 2007. "Analysing the link between export intensity, innovation and firm size in a science-based industry," International Business Review, Elsevier, vol. 16(3), pages 275-293, June.
    5. Ojala, Arto, 2009. "Internationalization of knowledge-intensive SMEs: The role of network relationships in the entry to a psychically distant market," International Business Review, Elsevier, vol. 18(1), pages 50-59, February.
    6. Sara Parry & Rosalind Jones & Jennifer Rowley & Beata Kupiec-Teahan, 2010. "Marketing for Survival: A Comparative Case Study of SME Software Firms," Working Papers 10016, Bangor Business School, Prifysgol Bangor University (Cymru / Wales).
    7. Hohenthal, Jukka & Johanson, Jan & Johanson, Martin, 2014. "Network knowledge and business-relationship value in the foreign market," International Business Review, Elsevier, vol. 23(1), pages 4-19.
    8. Pinho, José Carlos & Prange, Christiane, 2016. "The effect of social networks and dynamic internationalization capabilities on international performance," Journal of World Business, Elsevier, vol. 51(3), pages 391-403.
    9. Teresa Fayos & Haydeé Calderón & Juan Manuel García-García & Belén Derqui, 2022. "The upcoming rise of SMEs in cross-border public procurement: is it a matter of networking capabilities?," Journal of International Entrepreneurship, Springer, vol. 20(4), pages 537-563, December.
    10. Demirgil, Hakan & Karaoz, Murat & Baptista, Rui & Sungur, Onur, 2011. "Networking Activities and Growth of Newly Founded Firms under Incubation," MPRA Paper 46575, University Library of Munich, Germany.
    11. Lindstrand, Angelika & Eriksson, Kent & Sharma, D. Deo, 2009. "The perceived usefulness of knowledge supplied by foreign client networks," International Business Review, Elsevier, vol. 18(1), pages 26-37, February.
    12. O'Dwyer, Michele & Gilmore, Audrey, 2018. "Value and alliance capability and the formation of strategic alliances in SMEs: The impact of customer orientation and resource optimisation," Journal of Business Research, Elsevier, vol. 87(C), pages 58-68.
    13. Rana Tadvji & Azhdar Karami, 2014. "The relationship between international networking and firm performance in British SMEs," Working Papers 14002, Bangor Business School, Prifysgol Bangor University (Cymru / Wales).
    14. Hulbert, Bev & Gilmore, Audrey & Carson, David, 2013. "Sources of opportunities used by growth minded owner managers of small and medium sized enterprises," International Business Review, Elsevier, vol. 22(1), pages 293-303.
    15. Hossein Hakimpoor Author_Email: hhossein3@live.utm.my & Dr. Huam Hon Tat & Assoc Prof. Dr. Khairil Anuar Arshad, 2011. "Strategic Marketing Planning (Smp) And Smes’ Performance: The Moderating Effects Of Structural Dimensions Of Marketing Networks," 2nd International Conference on Business and Economic Research (2nd ICBER 2011) Proceeding 2011-219, Conference Master Resources.
    16. Francioni, Barbara & Musso, Fabio & Pagano, Alessandro, 2012. "Il ruolo dei consorzi per la valorizzazione del Made in Italy nel mercato indiano [The role of export consortia for the promotion of Made in Italy products in the Indian market]," MPRA Paper 49757, University Library of Munich, Germany, revised Dec 2012.
    17. Carmela Tuccillo & Alfonso Siano, 2014. "Il marketing e la comunicazione nelle piccole e medie imprese: uno studio comparativo tra imprese italiane ed inglesi," MERCATI & COMPETITIVIT?, FrancoAngeli Editore, vol. 2014(2), pages 103-127.
    18. Emre S. Ozmen & M Atilla Oner & Farzad Khosrowshahi & Jason Underwood, 2013. "SME Buying Behaviour: Literature review and an application agenda," Post-Print halshs-01200695, HAL.
    19. Serkan Altuntas & Mustafa Kemal Yilmaz, 2016. "Fuzzy Dematel Method to Evaluate the Dimensions of Marketing Resources: An Application in SMEs," Journal of Business Economics and Management, Taylor & Francis Journals, vol. 17(3), pages 347-364, June.

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