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The Role of Psychological Ownership in Deciding Upon the Consultant's Advice: A study of Swedish Family Businesses
Jönköping University, Jönköping International Business School, JIBS, Business Administration. (Family Business)
Jönköping University, Jönköping International Business School, JIBS, Business Administration. (Family Business)
2012 (English)Independent thesis Advanced level (degree of Master (One Year)), 10 credits / 15 HE creditsStudent thesis
Abstract [en]

There has been nothing written, as far as we researched, about the decision-making when a family manager decides upon the advice of an external consultant. With this research we tried to build an understanding on the topic with a special focus to the role of emotions in the process. Five family managers of five different family businesses in Sweden were interviewed. The interviews were semi-structured so that the factors that play a role in the decision-making could be explored. The factors that were identified were coded and afterwards further analyzed, together with the help of new gathered theory. In other words an abductive approach was used. We found that emotions in the decision-making mainly arise when the advice is given in the field of expertise of the family manager concerned. The emotions arise from a psychological ownership of the family manager over a pre- formed solution or approach to the issue the consultant is hired for. In order for the advice to be accepted, the advice has to be in the line of the preformed solution or approach. We believe these findings to be valuable to encourage more research on the topic, but also the findings can contribute to the everlasting field of research to find the optimal technique to consult to family businesses.

Place, publisher, year, edition, pages
2012. , 74 p.
Keyword [en]
Family business, decision-making, emotions, psychological ownership, external consultants, advice.
National Category
Business Administration
URN: urn:nbn:se:hj:diva-18378OAI: diva2:532224
Subject / course
IHH, Business Administration
Social and Behavioural Science, Law
Available from: 2012-06-15 Created: 2012-06-10 Last updated: 2012-06-15Bibliographically approved

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Masseling, GeertRoelse, Martijn
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