Divergences in the Portrayal of the Business Model of an Acquired Company: Exploratory Research of Three Pairs of Sellers and Buyers
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.