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Library/Information asymmetry, pricing and deal process

C15near-FT50

Disentangling owners' emotional determinants of the first-offer price for valuating small and medium-sized enterprises

Gubela, R. M., Graffius, M., Felden, B., & Wolff, S. (2024)

Journal of Small Business Management, 62(4), 1942-1981

Develops a scale (the "individual price indicator") for emotional components of an SME owner's first-offer price to non-family successors, from 136 articles, two qualitative studies (n = 4, n = 48) and two quantitative studies (n = 48, n = 495). Notes that transactions "likely fail" when the first offer deviates from earnings value.

Sourcedoi:10.1080/00472778.2023.21885487 citations (OpenAlex)

Full citation

Gubela, R. M., Graffius, M., Felden, B., & Wolff, S. (2024). Disentangling owners' emotional determinants of the first-offer price for valuating small and medium-sized enterprises. Journal of Small Business Management, 62(4), 1942-1981.

https://doi.org/10.1080/00472778.2023.2188548

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