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, HI FAX (515) 271-2001 Marketing & Management Dept. University of Central Arkansas Conway, AR 72032 (501) 450-5345 Office (501) 329-2403 Home ~u dq B S I o ef dc STRATEGY ABOUT THE AUTHORS A Pnrctical Appmach to Determining When to Expand and When to Stabilize Sales Paul Dunn (Ph.D., University of Arkansas) is Distinguished Professor of Small Business and Entrepreneurship at Northeast Louisiana University, Monroe. He has served as president of SSBIA and SBIDA. Dr. Dunn writes a weekly column, "Small Business Questions and Answers," for the NewStar World, directs the Northeast Louisiana University SBI and SBDC, and serves on the editorial board of the Journal of Business and Entrepreneurship. Leo R. Cheatham (Ph.D., University of Arkansas) is Associate Professor of Finance at Northeast Louisiana University. He was a research economist with Mississippi State University for 13 years. Camle Cheatham (C.PA., Ph.D., University of Arkansas) is Professor of Accounting at Northeast Louisiana University. Dr. Cheatham serves on the editorial boards of the Journal of Business and Enrrepreneurship, Delta Business Review, and The Woman CPA. She is the author of Cost Management for Profit Cemers. Reward Stnttegies For Ftanchising 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. His latest book (co-authored with Richard Judd) is Franchising (Southwestern Publishing Co.). Dr. Pt.ng S. Chan (Ph.D., University of Texas, Austin) is Associate Professor of Management at California State University at Fullerton. His research interests include strategic management, franchising, and entrepmneurship. Dr. Jim Werbel (Ph.D., Northwestern University) is Associate Professor of Management at Louisiana State University. His r search interests include career management and compensation. Factors that Restrict Exports ofSmall and Medium-Sized Firms: The Role ofExport Financing Dr. Charlie E. Mahone, Jr. (Ph.D., University of Michigan, Ann Arbor) is Associate Professor of International Business at the Howard University School of Business. His research interests include management and international activities of small and medium-sized companies. STRATA'BOUT THE AUTHORS (INT.) A Longitudinal Study of the Utilization of Production Management Techniques by Small Electronics Firms Stanley E. Fawcett (Ph.D., Arizona State University) is Assistant Professor of Logistics and International Management at Michigan State University. His research interests include logistics, manufacturing strategy, and international operations. John N. Pbarson (Ph.D., Georgia State University) is Associate Professor of Operations Management at Arizona State University. Are Small Businesses Falling Through the GAAP? Janet L. Dye (C P A., Ph.D. candidate in Accounting). She has presented at several international and national conferences in the areas of small business and accounting. James E. Carland (C.M.A., C.PA., Ph.D., University of Georgia) was co-founder of two microcomputer software development companies. His experience includes management in banks and in the Georgia SBDC. He and Jo Ann C. Carland have co-authored a textbook on small business management. Jo Ann C. Carland (Ph.D., University of Georgia) is a CDP and was co-founder of two microcomputer software development companies. Entrepreneurial Opportunities in the Wholesale Sector: A Predictive Model David A. Baucus (Ph.D., Indiana University) is a faculty member at the University of Kentucky. His research interests include executive compensation, franchising, and risk analysis. John C. Palmer (Ph.D. candidate, University of Kentucky) is a faculty member at Sangamon State University. His research focuses on innovation in small businesses. Donald Gudmundson (Ph.D. candidate, University of Kentucky) is a faculty member at the University of Wisconsin-Oshkosh. His research focuses on strategic decision-making in small businesses.