~ g THE SMALL BUSINESS INSTITUTE DIRECTORS'SSOCIATION SBIDA 1991-92 Officers President Vice-President Publications GWEN FONTENOT JANET BRADSHAW 10030 Glenrio Lane Center for Business & Dallas, TX 75229 Economic Services (214) 979-1712 Office Troy State University (214) 904-0808 Home Bibb Graves 107 - TSU FAX (214) 979-1761 Troy, AL 36082 (205) 670-3524 Office President-Elect (205) 566-1159 Home LYNN HOFFMAN FAX (205) 670-3636 Department of Management University of Northern Colorado Secretary-Treasurer Greeley, CO 80639 DAVID ADAMS (303) 351-2088 Office Marywood College FAX (303) 351-2500 Department of Business and Managerial Sciences Vice-President Programs 2300 Adams Avenue ROBERT A. KEMP, C.P.M. Scranton, PA 18509 Department of Management (717) 348-6274 Office Drake University FAX (717) 348-1817 Des Moines, IA 50311 (515) 271-2807 Office Past President (515) 223-6504 Home DON BRADLEY, III FAX (515) 271-2001 Marketing & Management Dept. University of Central Arkansas Conway, AR 72032 (501) 450-5345 Office (501) 329-2403 Home B S I Qo ch'an STRMTEf Y ABOUT THE AUTHORS Service Characteristics and Yellow Pages Advertising Effectiveness Dr. Kenny Chan is Associate Professor of Marketing at California State University, Chico. Dr. Chan received his M.B.A. and Ph.D. from the University of Massachusetts, Amherst. He has four years of experience in television commercial production and program administration. His research interests are primarily in advertising management and strate- gies. Dr. Chan is a an active member of the American Marketing Association, the Association for Consumer Research, and the American Academy of Advertising. He was recently selected by the Advertising Educational Foundation as a 1990 Visiting Professor, and as- signed a summer position with the account group at DDB Needham Worldwide, New York. Dr. Shekhar Misra is Professor of Marketing at California State University, Chico. Dr. Misra worked for six years in advertising and marketing before entering academia in 1982. He has a Ph.D. in Marketing from the University of Oregon. His research and consulting interests are primarily in marketing and international business. He has published in the Journal of Advertising, the Journal of the Academy of Marketing Science, the Journal of Business Research, and in Psychology and Marketing, as well as in several conference proceedings. He is a member of several professional associations. Don't Mistake Business Plans For Planning Bill Parks is professor of business and director of the Small Business Institute at the University of Idaho and President of Northwest River Supplies, Inc., a distributor of paddling sports equipment. Philip D. Olson is professor of business at the University of Idaho. His research interests include entrepreneurship, organization theory and strategy. Donald W. Bokor is an MBA student at the University of Idaho. STRATEGY ABOUT THE AUTHORS (CONT.) Pricing Strategies And Fee Structures In Franchising Organizations Dr. Robert T.Justis (D.B.A.,Indiana University) is Professor of Management and Director of the International Franchise Center at Louisiana State University. Sometimes called "the father of franchising," Dr. Justis has published over fifty articles in journals such as Academy of Man- agement Journal, Academy of Management Executive, Journal of Small Business Management, and Journal of Small Business Strategy. He is the author of Managing Your Small Business (Prentice-Hall), and his latest book, with Richard Judd, is entitled Franchising (Southwestern Publishing Co.). Dr. Peng S. Chang (Ph.D., University of Texas, Austin) is Associate Professor of Manage- ment in the Department of Management, School of Business Administration and Economics, at California State University at Fullerton. His research interests include strategic management, franchising, and entrepreneurshi p. He has published in journals such as Academy ofManagement Executive, Journal of Small Business Management, and Journal of the Academy of Marketing Science. Dr. Ben Kedia (Ph.D., Case Western Reserve University) is Chaired Professor of Interna- tional Business at Memphis State University. His research interests include international management and small business strategies. His articles have appeared in journals such as Academy of Management Journal, Columbia Journal of World Business, and Handbook of Business Strategy. Marketing Strategies for Small Service Businesses: Applications of Expectations/Performance Gaps Professor Timothy Wilson teaches marketing and marketing theory courses at Clarion University. His research interests include the areas of business development, industrial marketing applications, and service satisfaction implications. He actively consults with small businesses; he is a principal consultant in Michigan Tech's Bureau of Industrial Development programs and is a member of the Incubator Advisory Board associated with the Small Business Development Center at Clarion University. Mr. James Hainault is Manager of Business Development in the Bureau of Industrial Development at Michigan Technological University. In this position his responsibilities are threefold: he manages and provides consulting services to entrepreneurs; he manages the Small Business Institute Program, and he designs and offers training programs to the busi- ness community on Michigan's Upper Peninsula. STRATEGY ABOUT THE AUTHORS (CONT.) Assessing the Value of Professional Practices Dr. John B.Wallace is Associate Professor of Management and Director of the Small Business Institute at Marshall University. He was for 12 years the head of research in man- agement development for the International Labor Organization, based in Geneva, Switzer- land. His Ph.D. was granted by the University of Florida in Economics and Business Admin- istration, and he has published widely in the field of cost-effective approaches to manage- ment development. Mr. George D. Stollings is President of his own consulting firm specializing for the past five years in business valuation and performance improvement of professional practices. He has a degree in dentistry from West Virginia University, managed his own dental practice for over 10 years, and served on the faculty of the WVU Dental School. He has published in journals such as Dental Economics and Dental Management. The Benefits of the SBIProgram: Perceptions of Former Students Dr. Gwen Fontenot is a Marketing Researcher and Strategist with the Southwest Regional Office of Ernst & Young in Dallas. Dr. Fontenot earned her Ph.D. in Marketing from the University of North Texas in 1988. She was an Assistant Professor of Marketing at the University of Northern Colorado and an adjunct professor at Dallas Baptist University. Dr. Fontenot has served as director of both Small Business Institute programs and a Small Business Development Center. She is currently the National President of the Small Business Institute Directors'ssociation. Ms. Michelle Haarhues is a graduate of the University of Northern Colorado with a Bachelors degree in Marketing. Ms. Haarhues is currently pursuing a Masters of Business Administration at the University of North Texas. Dr. Lynn Hoffman is Associate Professor of Management and Management Depart- ment Chair at the University of Northern Colorado (UNC). He received his Ph.D. from the University of Iowa. Dr. Hoffman has been the Director of the Small Business Institute program at UNC for 12 years. He is currently serving as National President-Elect of the Small Business Institute Directors'ssociation. ST*RATE GY ABOUT THE AUTHORS (CONT.) Strategic Planning and the Family Firm: An SBI Consulting Perspective Dr. Charles H. Matthews is Assistant Professor of Business Policy and Small Business Institute Director at the University of Cincinnati. Dr. Matthews earned his Ph.D. in Manage- ment from the University of Cincinnati, 1990. He has published in the Journal of Small Business Management and has presented numerous papers at professional meetings, nation- ally and internationally. Getting Started Overseas: Eximbank Working Capital Financing for Small Business Exporters Toni Lester is an Assistant Professor of Business Law at Babson College in Wellesley, Massachusetts. Her areas of research include international law and trade, with a special focus on export finance. She was formerly an attorney in the Office of the General Counsel for Export-Import Bank of the United States and has her undergraduate and law degrees from Georgetown University.