ARTICLE RETIRÉ: La transition cédant-repreneur. Une approche par la théorie du deuil

Thierno Bah

Revue française de gestion, 2009, vol. n° 194, issue 4, 123-148

Abstract: This study focuses on the turning point of the transfer process, in particular the transfer of power from the person leaving the business to the new owner. The theory of mourning is used as the context to understand this phase. An empirical study was conducted on a sample of 12 small businesses. Thirty-six personal narratives were collected from the principle players involved in the succession process (sellers, buyers, employees, and professional and institutional contributors). The conclusion based on this research is that the relationship between the two major players in the transfer is based on a determining element: the seller?s psychological ability to mourn. The results also reveal the factors which make detachment from the company easier for the seller as well as the factors which impede the process during this phase. Finally, the personal narratives of the players reveal that the success of the transfer period also depends largely on the attitude of the buyer.

Date: 2009
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