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From the Editor
Fry, Fred L
Journal of Small Business Strategy; Fall 2005/Winter 2006; 16, 2; ABI/INFORM Complete
pg. 0_6

From the Editor 

With a journal title such as the Journal of Small Business Strategy, articles can either 
address strategy in a very broad sense or in a very specific sense. In the broader sense, 
articles can focus on a plethora of topics including start-up issues, financing, competition, 
or working with government regulations. Some of the articles in this issue do indeed 
address the broader view of strategy. Some, however, get to the essence of small business 
strategy. 

Becherer, Finch, and Helms zero in on strategic decision making with their article, "The 
Influences of Entrepreneurial Motivation and New Business Acquisition on Strategic 
Decision-Making." They investigate the strategic decision-making tactics of owners and 
entrepreneurs compared with how the businesses were acquired. Their results are 
interesting and worth pondering. 

DelVecchio and Anselmi look at sales strategies. In particular, they look at sales force use 
of information technology hardware and software as an integral part of their sales 
strategy. Their results are somewhat surprising and provide interesting suggestions for 
small business owners. 

Smith, Discenza, and Baker look at adaptive strategies within a specific industry - art 
galleries. Their article, "Building Sustainable Success in Art Galleries: An Exploratory 
Study of Adaptive Strategies," is quite interesting. Of particular interest is that the issues 
facing art gallery owners are similar to those facing small business owners in general but 
with some unique twists. Somewhat related to the DelVecchio and Anselmi article, they 
address the use (and challenges) of information technology as a contributor to business 
success. 

Shields looks at revenue management strategies in small business. He shows that small 
businesses do, indeed, use revenue management strategies. This means that owners use 
different strategies at different times to maximize revenue. Owners can target customers 
who meet particular requirements and then tailor their strategies to reap the most benefits 
from each kind of customer. 

The final two articles address more specific issues in operating small businesses. David 
and Rubenfeld look at how small employers deal with employees who need special 
accommodations to meet their short or longer-term needs. They note that small 
businesses do not have the staff or expertise that larger companies do, but employees do 
have special needs that must be met if possible. Palmer, Andaleeb, and Joyner look at 
lawyer quality during bankruptcy proceedings. They test hypotheses relating overall 
satisfaction with attorneys to a number of different factors. 

Check out the book review. Eugene Fregetto reviewed The Ten Faces of Innovation, 
written by Thomas Kelley with Jonathon Littman. Kelley is general manager of IDEO, 
one of the nation's most well-known product design companies. It is a fascinating book 
and certainly is of value to academics and practitioners looking to enhance innovation. 

I.hope you enjoy these articles. Let me know if you have comments. 

Fred L. Fry 
Editor, JSBS