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Selling a business after the pandemic? How crisis and information asymmetry affect deal terms

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  • Krukowski, Kipp A.
  • DeTienne, Dawn R.

Abstract

Prepandemic, small business exits were expected to increase dramatically owing to pent-up supply and the aging business owner population. COVID-19 may have dampened those expectations because of increasing information asymmetries that limited selling options for the small business owner (SBO). SBOs exit for many reasons (e.g., illness, family, retirement), so postponing a sale may not be a viable option. Alternately, SBOs can absorb crisis uncertainty by accepting different deal terms. We propose that one such strategy is to include seller financing as part of the deal terms, thereby signaling to the acquirer the SBOs’ confidence that the purchase is sound. We examine the results of 1,909 exit transactions from both before and after the financial crisis of 2007–2009 and over a 10-year postcrisis horizon. We find that sellers accept a lower price and less favorable terms with increased seller financing in the 24 months postcrisis, and that waiting longer to sell after the crisis improves deal terms for sellers, as this affords SBOs time to exit. Additionally, reduced information asymmetry improves deal terms. Finally, we provide strategies for SBOs to lower information asymmetry in small business exits.

Suggested Citation

  • Krukowski, Kipp A. & DeTienne, Dawn R., 2022. "Selling a business after the pandemic? How crisis and information asymmetry affect deal terms," Business Horizons, Elsevier, vol. 65(5), pages 617-630.
    • Handle: RePEc:eee:bushor:v:65:y:2022:i:5:p:617-630
    DOI: 10.1016/j.bushor.2021.08.003
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    References listed on IDEAS

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