Strategies for superior performance under adverse conditions: a focus on small and medium-sized high-growth firms

Bamiatzi, Vasiliki C and Kirchmaier, Tom (2014) Strategies for superior performance under adverse conditions: a focus on small and medium-sized high-growth firms. International Small Business Journal, 32 (3). pp. 259-284. ISSN 0266-2426

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Abstract

This 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.

Item Type: Article
Keywords: declining industries, divergence, over-performers, small firms, strategy
Schools and Departments: University of Sussex Business School > Business and Management
Subjects: H Social Sciences > H Social Sciences (General)
Depositing User: Vasiliki Bamiatzi
Date Deposited: 22 Oct 2019 09:49
Last Modified: 22 Oct 2019 09:49
URI: http://sro.sussex.ac.uk/id/eprint/87272
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