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Caveat Venditor: trust asymmetries in acquisitions of entrepreneurial firms

I explore the role of trust in acquisitions of entrepreneurial firms, taking a dyadic view that gives equal attention to buyers and sellers. The two parties have asymmetric views regarding whether their counterparts are trustworthy. I outline how these asymmetries emerge, persist, and influence behavior, including tendencies to behave deceptively and to guard against deception. I also find that buyers' and sellers' beliefs concerning whether their counterparts are trustworthy and trusting are often erroneous. I explore the implications of these findings for developing a theory of trust asymmetries and argue that selecting buyers on the basis of trust increases rather than diminishes entrepreneurs' vulnerability.Printed journal

Ketersediaan

Call NumberLocationAvailable
PSB lt.dasar - Pascasarjana1
Penerbit Academy of Management.,
Edisi -
Subjek Entrepreneurs
Trust
Acquisitions & Mergers
studies
ISBN/ISSN 14273
Klasifikasi -
Deskripsi Fisik -
Info Detail Spesifik -
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