Skip to main content

Growth goals, strategies and compensation practices of US family and non-family high-growth firms

Buy Article:

$28.00 plus tax (Refund Policy)


How do family firms grow rapidly while maintaining a high concentration of family ownership? In this study, a sample of high-growth firms is divided into three groups based on concentration of family ownership (no family ownership, low family ownership, high family ownership). A comparative analysis of these three groups is performed on the variables previously identified as barriers to growth, namely: growth objectives, growth strategy and incentive compensation. Data analysis revealed no significant differences between the three groups for growth objectives, although the high family ownership group placed more importance on maximizing profits and the low family ownership group placed more importance on maximizing sales. There were no significant differences between the groups on strategy selected to achieve growth, with all three groups achieving the majority of their sales growth from market penetration and market development strategies. Finally, firms with a high concentration of family ownership were significantly more likely to offer profit sharing.


Document Type: Research Article


Publication date: May 1, 2003

More about this publication?
  • Published quarterly, this journal provides a worldwide forum for the exploration and dissemination of ideas and experience relating to the development and application of entrepreneurship. IJEI is interdisciplinary, publishing the highest-quality work in business and management and in the social sciences. Authors and readers are drawn from government, industry and universities. It has particular appeal to researchers and teachers in higher education, especially in business schools, and university departments of management, sociology and psychology.

    Each issue includes double-blind peer-reviewed papers; a case study with teaching notes, an 'Internet Review' section which identifies and reviews Websites on a selected topic, and book reviews. For key topics go to
  • Subscribe to this Title
  • ingentaconnect is not responsible for the content or availability of external websites

Access Key

Free Content
Free content
New Content
New content
Open Access Content
Open access content
Subscribed Content
Subscribed content
Free Trial Content
Free trial content
Cookie Policy
Cookie Policy
ingentaconnect website makes use of cookies so as to keep track of data that you have filled in. I am Happy with this Find out more
Real Time Web Analytics