An Emotional Business : A Guide to Understanding the Motivations of Small Business Decision Takers

Motivations of small United Kingdom businesses are discussed in order to dispel myths and misconceptions regarding their operations.The purpose is to dismiss the idea that small businesses are scaled-down versions of their larger counterparts, while highlighting the emotion and complexity that characterize small businesses and influence the decision-making processes of their owner/managers. Definitions of the small firm market and the small firm are provided, and myths and realities of small firm behaviors are discussed.Two recent studies of small firms (one large-scale qualitative study for a blue chip company, one mixed study on government-sponsored services) provide a basis for the study.Values and loyalty issues are described as key to understanding small business behaviors and are explained in detail.Recommendations to policy makers include providing important information to decision-makers in small businesses in order to aid the decision-making process. (AKP)