publication . Article . 2014

"I want this firm to be in good hands:" Emotional pricing of resigning entrepreneurs

Kammerlander, Nadine;
Open Access
  • Published: 03 Jun 2014 Journal: International Small Business Journal: Researching Entrepreneurship, volume 34, pages 189-214 (issn: 0266-2426, eissn: 1741-2870, Copyright policy)
  • Publisher: SAGE Publications
  • Country: Switzerland
Abstract
Given the importance of non-economic considerations throughout the entrepreneurial life cycle, I aim to investigate the drivers of owner-managers' "emotional pricing" when they wish to sell their firms to successors. Emotional pricing thereby denotes those elements of the owner-managers' price expectations that cannot be traced back to economic considerations. Building on arguments from behavioral finance, I hypothesize that "emotional pricing," which in this study reflects owner-managers' willingness to sell the firm at a discount, is driven by the reluctance to lose access to information about the firm and to lose influence on the firm, and by an aversion to p...
Subjects
ACM Computing Classification System: ComputingMilieux_LEGALASPECTSOFCOMPUTING
free text keywords: Situational ethics, Economics, Successor cardinal, Marketing, Access to information, Behavioral economics, Management, Business studies, Firm offer, Loss aversion
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publication . Article . 2014

"I want this firm to be in good hands:" Emotional pricing of resigning entrepreneurs

Kammerlander, Nadine;