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Library/Information asymmetry, pricing and deal process

C5FT50

The seller's side of the story: Acquisition as courtship and governance as syndicate in entrepreneurial firms

Graebner, M. E., & Eisenhardt, K. M. (2004)

Administrative Science Quarterly, 49(3), 366-403

Inductive multiple-case study of 12 technology-based ventures (US setting as generally described; not stated in the abstract). Sellers are pushed by strategic hurdles and personal motives and pulled by buyers offering combination potential and rapport. Establishes the seller-side lens; setting is VC-backed tech, not main-street SMEs.

Sourcedoi:10.2307/4131440566 citations (OpenAlex)

Full citation

Graebner, M. E., & Eisenhardt, K. M. (2004). The seller's side of the story: Acquisition as courtship and governance as syndicate in entrepreneurial firms. Administrative Science Quarterly, 49(3), 366-403.

https://doi.org/10.2307/4131440

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