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Le Business Model de l’entreprise transmise : comparaison de la représentation du repreneur avec celle du cédant pour contribuer à réduire le risque de faux pas

Abstract : According to the report of the European Commission (2011), owner-manager departures lead too often to the demise of the firm. Faced with the worrying growth of this phenomenon, little research has been conducted on non-family business successions (Durst et Wilhelm, 2009 ; Parker et van Praag, 2012) while fewer and fewer descendants are willing to take on the succession (TRANSREGIO, 2005), little research has been conducted on non-family business succession (Durst & Wilhelm, 2009). One of the main challenges faced by the buyer (individual) is to rapidly learn and understand a complex system which is going to be under his or her guidance. Our research brings to light the risk of faux pas which we define as a decision of the buyer which goes against the ordinary working of the firm, without the buyer being aware of it. Our research protocol formalises the buyer’s representation regarding the Business Model of the firm he buys to compare it with the seller’s one. This comparison reveals types of deviations likely to lead to faux pas.After an exploratory investigation, four cases of business transfer have been studied using a semi-structured checklist allowing us to produce a written version of the Business Models. For each case, a systematic comparison of the buyer’s and the seller’s representations allowed us to draw some conclusions bringing to light five situations: shortcomings, discordance, concordance, superiority and different models.
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https://theses.hal.science/tel-01251972
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Submitted on : Thursday, January 7, 2016 - 9:32:16 AM
Last modification on : Tuesday, December 21, 2021 - 11:56:02 AM
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  • HAL Id : tel-01251972, version 1

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Alain Meiar. Le Business Model de l’entreprise transmise : comparaison de la représentation du repreneur avec celle du cédant pour contribuer à réduire le risque de faux pas. Gestion et management. Université de Bordeaux, 2015. Français. ⟨NNT : 2015BORD0140⟩. ⟨tel-01251972⟩

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