Abstract

This paper examines decision-making models used by private equity investors in their selection of family firms. Building on literature on investment criteria at start-up stage, a series of hypotheses is put forward, based on decision-making, strategic management and buyout theories. The theoretical model is tested through an experimental design for which data have been collected among 41 respondents based in Italy. Findings are analysed using hierarchical linear models, in order to investigate which criteria are used, assess their relative importance and test whether decision-making models are individual-specific or influenced by the firm individuals work for.

BABSON COLLEGE FAMILY BUSINESS AWARD SPONSORED BY GEORGE AND ROBIN RAYMOND FOR THE BEST PAPER ON THE TOPIC OF FAMILY BUSINESS

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