Les écarts de représentation du Business Model de l’entreprise transmise: recherche exploratoire auprès de trois binômes de cédants-repreneurs

Alain Meiar and Thierry Verstraete
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Alain Meiar: IRGO - Institut de Recherche en Gestion des Organisations - UB - Université de Bordeaux - Institut d'Administration des Entreprises (IAE) - Bordeaux
Thierry Verstraete: IRGO - Institut de Recherche en Gestion des Organisations - UB - Université de Bordeaux - Institut d'Administration des Entreprises (IAE) - Bordeaux

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Abstract: This research focuses on the potential diver­gences between the way an external buyer of an acquired company portrays the com­pany and the seller's portrayal of it. In the field of business transfer, the originality of our exploratory study lies in finding and qualifying these differences and using the Business Model concept to access such rep­resentations. Based on three cases of SMB transfer, five types of differences in the rep­resentation are revealed. This contribution is preliminary to the conception of a method, designed for consultants, aimed at reducing the gaps in the portrayals of the business by the protagonists in order to further the success of the business transfer.

Keywords: Business transfer; External take­over; Business model; Representations; Transmisión de empresas; Representaciones; Transmission; Reprise par un tiers externe; Représentations (search for similar items in EconPapers)
Date: 2020
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Citations: View citations in EconPapers (1)

Published in Management international = International management = Gestión internacional, 2020, pp.1-14

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-03252484

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