Use of marketing communication tools by micro and small enterprises : A case study based on three small restaurants in Umeå

Abstract: Changing and development characterize all areas of life in contemporary world, also businesses have begun to move from traditional marketing approaches to relationship marketing which is a customer based approach. New marketing strategies and application have developed for reaching more customers and keeping existing customers. Marketing communication tools are one of these marketing strategies. However, the application of these strategies like marketing communication tools is based on enterprises ́ budget. In this context,small enterprises are more influencedthan large organizations as relating to high costs. This study examines a fundamental issue using marketing communication tools by small businesses, i.e., the functions such toolsto build new customers or keep existing customers. I argue that small firms face some challenges applyingmarketing communication tools such as, financial limitations and lack of marketing experience. In addition, the fact that small firms struggle with theselimitations has been studied through this study. A qualitative research strategy has been applied with the semi-structured interviews to collect the data for this study. In order to collect data for this study appropriate sampling strategy was used and this study includes primary data about three micro and small restaurants that are available and accessible in the environment that is in northern Sweden, Umeå. The interviews have been structured based on the previous theories identified in marketing communication tools. To summarize, basing on analyzingfindings the most used marketing communication tools advertising, Internet and sales promotion by three small restaurants and financial limitations have been most important barriers to applymarketing communication tools by small restaurant businesses. Because of this reason, small sized restaurants have not used marketing communication tools according to their needs. The results of this study also show that although the importance of marketing communication tools is known by small firms, but these businesses cannot encourage for improving their marketing activities because of challenging limitations. For improving the known potential efficiency of marketing communication tools for small firms, marketing communication tools should be used as professionally by small firms and small firms should separate budget to use these tools.