Sales growth in wholesale-SMEs: Drivers, enablers and consequences

The aim of this research is to deepen the understanding of the concept of company growth. With ‘sales growth’ used as an operational measure, and in contrast with growth models offered by e.g. Greiner (1972/98) and Churchill & Lewis (1983), this study reveals a number of motives, enablers and consequences of growth. The empirical part investigates these aspects of growth within wholesale-SMEs between 1991 and 1996. With a response rate of 41%, information is gathered on management, finance, and marketing issues related to the true factors that drive, enable, and follow from sales growth.