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The roles of customers in M&A integration
Linköping University, Linköping, Sweden.ORCID iD: 0000-0003-2632-6378
2008 (English)Conference paper, (Refereed)
Abstract [en]

The purpose of this paper is to describe what roles customers play in merger and acquisition (M&A) integration. Based on studies of eight M&As, it is concluded that customers may (i) limit integration intentions, (ii) be reasons for pre-integration reconsiderations, (iii) be used as an argument against integration, (iv) not act according to integration intentions, and (v) actively work against integration. Customers' actual activities, but also how the M&A parties believe that customers will act, impacts the degree of integration. The paper contributes to research on M&A integration through pointing at how customers impact integration realisation. The paper further contributes to research on M&As according to the network approach through highlighting how an M&A is not merely a response or trigger to change, but an embedded event where actions, beliefs and mutuality impact integration realisation.

Place, publisher, year, edition, pages
2008.
Keyword [en]
Merger, Acquisition, Integration, Customer relationship
National Category
Business Administration
Research subject
Business Studies
Identifiers
URN: urn:nbn:se:oru:diva-37953OAI: oai:DiVA.org:oru-37953DiVA: diva2:760622
Conference
24th IMP-conference in Uppsala, Sweden, 2008
Available from: 2014-11-04 Created: 2014-10-23 Last updated: 2016-02-02Bibliographically approved

Open Access in DiVA

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Other links

http://www.impgroup.org/paper_view.php?viewPaper=6783

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Öberg, Christina
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CiteExportLink to record
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Citation style
  • apa
  • harvard1
  • ieee
  • modern-language-association-8th-edition
  • vancouver
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More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
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Output format
  • html
  • text
  • asciidoc
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