The role of intermediaries in the small business transfer process

Martina Battisti, Amanda Williamson

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    This paper contributes to the emerging field of business transfer studies by providing qualitative, in-depth evidence on the role of intermediaries at different stages of the transfer process. Building on the resource-based view of the firm and agency theory, this paper identifies the specific resources different types of intermediaries offer small businesses in the transfer process. Further, it explores the role of intermediaries in managing risk and uncertainty in the interaction between buyer and seller. The results suggest that small business owners may need to navigate the use of a variety of intermediaries throughout different times leading-up-to and throughout the business transfer process. Finally, opportunities for further research are explored.
    Original languageEnglish
    Pages (from-to)32-48
    Number of pages17
    JournalSmall Enterprise Research
    Issue number1
    Early online date26 Mar 2015
    Publication statusPublished - Apr 2015


    • business transfer
    • advisors
    • exit
    • succession
    • New Zealand


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