000			01977naa a2200193uu 4500
001			0101914380937
003			OSt
005			20190211173813.0
008			101019s2004 xx ||||gr |0|| 0 eng d
100	1		_aGRAEBNER, Melissa E. _936093
245	1	0	_aThe seller's side of the story : _bacquisition as courtship and governance as syndicate in entrepreneurial firms
260			_aIthaca : _bJohnson Graduate School of Management, _cSeptember 2004
520	3		_aIn contrast to the prior acquisitions literature, which has emphasized the buyer's perspective, we examine the seller's perspective. This has important implications for understanding both the acquisition process and, more broadly, corporate governance in successful firms. Using a multiple-case, inductive study of 12 technology-based ventures, we find that acquisition occurs when sellers are pushed toward acquisition by difficult, albeit natural strategic hurdles, such as a chief executive search or funding round, and by strong personal motivations for sale, such as past failures and investments by friends. Sellers are also more likely to be pulled toward acquisition by attractive buyers that offer synergistic combination potential and organizational rapport, factors usually associated with the long-term interests of buyers. We reframe acquisition as courtship and corporate governance as a syndicate, indicating joint decision making with some common goals, and explore the generalizability of these views for private versus public firms and other contingencies. Together, courtship and syndicate suggest a behaviorally informed account of organization that belies the rhetoric of price and self-interest
700	1		_aEISENHARDT, Kathleen M _93194
773	0	8	_tAdministrative Science Quarterly _g49, 3, p. 366-403 _dIthaca : Johnson Graduate School of Management, September 2004 _xISSN 00018392 _w
942			_cS
998			_a20101019 _b1438^b _cDaiane
998			_a20101019 _b1601^b _cCarolina
999			_aConvertido do Formato PHL _bPHL2MARC21 1.1 _c36954 _d36954
041			_aeng