The psychological determinants of the legitimacy of an external buyer of an SME among its employees

In a context characterized by a high failure rate in business transfer operations, this research proposes to explore the managerial conditions that facilitate the arrival of an external buyer. It studies the means at his/her disposal to build his/her legitimacy. Indeed, legitimacy ensures the right managerial conditions in which a new leader can effectively perform his/her role. Based on nine case studies, our research seeks to shed light on the psychological mechanisms underlying employees’ attribution of legitimacy to an external buyer. The results identify and describe the personal and professional qualities that contribute to an external buyer’s legitimacy.