Opportunity recognition by SME buyer: an approach by prototype

Identification des opportunités par le repreneur de PME: une approche par les prototypes

Dorian Boumedjaoud and Karim Messeghem ()
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Dorian Boumedjaoud: MRM - Montpellier Research in Management - UPVM - Université Paul-Valéry - Montpellier 3 - UPVD - Université de Perpignan Via Domitia - Groupe Sup de Co Montpellier (GSCM) - Montpellier Business School - UM - Université de Montpellier, Labex Entreprendre - UM - Université de Montpellier
Karim Messeghem: MRM - Montpellier Research in Management - UPVM - Université Paul-Valéry - Montpellier 3 - UPVD - Université de Perpignan Via Domitia - Groupe Sup de Co Montpellier (GSCM) - Montpellier Business School - UM - Université de Montpellier, Labex Entreprendre - UM - Université de Montpellier

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Abstract: Baron (2006) introduced prototypes theory to better understand opportunity identification process from a cognitive perspective. Since these major works, recent research has been devoted to explore business opportunity characteristics in creation context. However, to our knowledge, no research has been undertaken for the SME buyer. Yet, in takeover context, opportunity recognition is essential. Our objective is to better understand the nature of business opportunity prototypes used by buyers. From a theoretical point of view, we showed interest of prototype to evaluate the target, and conducted an exploratory study based on sixteen semi-directive interviews. Our results show that the prototype contains five attributes. This cognitive approach allows to propose a new approach of takeover process and to highlight a new support tool.

Keywords: buyer; business takeovers; opportunities identification; prototypes; repreneur; processus repreneurial; identification des opportunités (search for similar items in EconPapers)
Date: 2019
New Economics Papers: this item is included in nep-ent
Note: View the original document on HAL open archive server: https://hal.science/hal-02422937v1
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Published in Revue management & avenir, 2019, Ethique et Tourisme, 107, ⟨10.3917/mav.107.0085⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-02422937

DOI: 10.3917/mav.107.0085

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