Entrepreneurs rely on advisors to various degrees, yet the types of owners who use advisors
and the conditions under which advisory relationships are successful are poorly understood …

Principal Topic A small firm is unlikely to possess internally the full range of knowledge and
skills that it requires or could benefit from for the development of its business. The ability to …

This research investigates how a strong personal relationship (strong tie) between a small
business owner-manager and his professional or informal advisor affects the relationship …

The literature on advising family firms has primarily focused on providing practical advice
through offering explicit intervention phases and advising models to family firm advisors. Yet …

While most networking research focuses on quantity and composition of contacts, this study
explores factors underlying the advice and advisors most valued by small business owners …

Purpose–The purpose of this paper is to increase understanding of the often questioned
willingness of family businesses (FBs) to seek external advice on challenges they face …

Purpose–The purpose of this paper is to examine small business owners' informal advice-
seeking from peers, with a focus on the opportunities afforded by the internet for owners to …

This study investigates the trusted advisor in the context of relationships that form between
salespeople and inter-firm relationship partners. Fieldwork indicates that salespeople who …

* The full research article will appear in a future issue of Industrial Marketing Management.
Individual agents with whom clients interface are often the most critical vehicle for …

This study reviews the literature on advising family firms and integrates past contributions in
such a way that scholars can use the findings as a foundation to launch future research. It …