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Strategies for superior performance under adverse conditions: a focus on small and medium-sized high-growth firms
journal contribution
posted on 2023-06-09, 19:23 authored by Vasiliki BamiatziVasiliki Bamiatzi, Tom KirchmaierThis article explores the strategies pursued by small and medium-sized firms to actively sustain growth within declining markets. A critical analysis of relevant growth theories informs the development of a semi-structured interview schedule; findings drawn from 20 case studies indicate that firms adopt a multiple-strategy approach in which they simultaneously pursue an innovative differentiation and product or service-customisation strategy. Following this strategy, it was found that firms make an intentional search for high-margin products, avoid aggressive price competition and maintain tight control of costs. The article demonstrates that an adverse environment does not necessarily inhibit firm growth and that individual firm-specific strategies can be invoked to overcome volatile market conditions.
History
Publication status
- Published
Journal
International Small Business JournalISSN
0266-2426Publisher
Sage PublicationsExternal DOI
Issue
3Volume
32Page range
259-284Department affiliated with
- Business and Management Publications
Full text available
- No
Peer reviewed?
- Yes
Legacy Posted Date
2019-10-22Usage metrics
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