Sellers’ perspectives on cross-border acquisitions: a case study of a small 3d printing service provider

Purpose. This research aims to investigate the decision-making processes of sellers in cross-border, ‘opportunity-driven’ acquisitions of small high-tech firms. Specifically, it examines the factors that influence executive-level interest in ownership transfer, the criteria used to evaluate and respond to investor proposals, and the perceived benefits of such acquisitions. Design/methodology/approach. Given the exploratory nature of the research, a qualitative single-case study methodology was adopted. The study focuses on the acquisition of an Italian small firm specializing in 3D printing services by a Swedish group operating in the same sector. Findings. The research sheds light on the motivations that drive the management of a small high-tech enterprise to accept an acquisition offer from a foreign firm. It also highlights the key factors influencing the acceptance or rejection of investor proposals and outlines the perceived advantages of the acquisition for the acquired firm. Practical and social implications. The study presents valuable practical and social implications by enhancing understanding of the seller’s decision-making process in cross-border acquisitions. The findings contribute to knowledge on how such transactions can support the economic development of small high-tech firms. Originality of the study. The originality of this research lies in its focus on cross-border acquisitions involving high-tech SMEs from the seller’s perspective. To the best of our knowledge, this is one of the first studies to examine this phenomenon.