Article: SME owner-manager representations of firm transfer Journal: International Journal of Entrepreneurship and Small Business (IJESB) 2017 Vol.30 No.1 pp.38 - 57 Abstract: In a socio-economic context in which there are more than 100,000 annual transfer operations involving small and medium enterprises (SMEs), the purpose of this study is to understand the genesis of the firm transfer process in the context of French owner-managers and to contribute to a 'theory-based synthesis'. Focusing on an actor central to the success of the transfer process - the seller - this article underlies the major role of the mental models developed at the very beginning of the transfer process for subsequent stages. Business transfer is considered here as a socially constructed operation. By mobilising several complementary theories developed in the field of entrepreneurial cognition, a typological analysis leads to an identification of the main types of mental representations developed by potential sellers about business transfers, with four clusters. The sample used for this includes 105 potential sellers who are owner-managers in France. The results shed light on different aspects related to the origin of the process that leads to the transfer of a business and particularly highlight the major role of experience. From this analysis, we make several proposals that could impact public policies implemented in this area, emphasising the government's cognitive role. Inderscience Publishers - linking academia, business and industry through research

Title: SME owner-manager representations of firm transfer

Authors: Frédérique Grazzini; Anne-Laure Albanet; Jean-Pierre Boissin

Addresses: Université Grenoble Alpes, CNRS, CERAG-IAE, IAE de Grenoble, 525 Avenue Centrale, 38400 Saint Martin d'Hères, France ' Université Grenoble Alpes, CNRS, CERAG-IAE, Rectorat de Grenoble, 7, place Bir-Hakeim, CS 81065, 38021 Grenoble Cedex 1, France ' Université Grenoble Alpes, CNRS, CERAG-IAE, IAE de Grenoble, 525 Avenue Centrale, 38400 Saint Martin d'Hères, France

Abstract: In a socio-economic context in which there are more than 100,000 annual transfer operations involving small and medium enterprises (SMEs), the purpose of this study is to understand the genesis of the firm transfer process in the context of French owner-managers and to contribute to a 'theory-based synthesis'. Focusing on an actor central to the success of the transfer process - the seller - this article underlies the major role of the mental models developed at the very beginning of the transfer process for subsequent stages. Business transfer is considered here as a socially constructed operation. By mobilising several complementary theories developed in the field of entrepreneurial cognition, a typological analysis leads to an identification of the main types of mental representations developed by potential sellers about business transfers, with four clusters. The sample used for this includes 105 potential sellers who are owner-managers in France. The results shed light on different aspects related to the origin of the process that leads to the transfer of a business and particularly highlight the major role of experience. From this analysis, we make several proposals that could impact public policies implemented in this area, emphasising the government's cognitive role.

Keywords: classification; sellers; entrepreneurial cognition; executive; business transfer; business transmission; representations; SMEs; small and medium-sized enterprises; owner-managers; firm transfer; mental models; public policy.

DOI: 10.1504/IJESB.2017.081046

International Journal of Entrepreneurship and Small Business, 2017 Vol.30 No.1, pp.38 - 57

Received: 16 Dec 2015
Accepted: 22 Dec 2015
Published online: 19 Dec 2016 *

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Title: SME owner-manager representations of firm transfer

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