Skip to main content

Research Repository

Advanced Search

Who's acquiring whom? — Experimental evidence of firm size effect on B2B mergers and marketing/sales tasks

Oh, Joon-Hee; Peters, Linda D.; Johnston, Wesley J.

Authors

Joon-Hee Oh

Wesley J. Johnston



Abstract

A recent study has revealed a marked growth in global mergers and acquisitions between firms from developed and developing countries. Unlike previous merger waves, however, companies in emerging markets are playing an increasingly important role. This highlights the need for greater scrutiny of more, and diverse, aspects of mergers. In particular, the size difference between firms involved in mergers and its impact on merger outcomes are of interest. This paper examines whether the involvement of differing numbers of employees (either from the acquiring firm or from the acquired firm) may influence merger success. Drawing on previous work in understanding organizational culture and merger dynamics, we conduct a laboratory experiment that not only confirms the presence of learning and conflict in organizational cultures in mergers but also presents new findings in relation to the relative size of the firms involved.

Journal Article Type Article
Acceptance Date Mar 29, 2014
Online Publication Date May 24, 2014
Publication Date 2014-09
Deposit Date Mar 11, 2019
Journal Industrial Marketing Management
Print ISSN 0019-8501
Publisher Elsevier
Peer Reviewed Peer Reviewed
Volume 43
Issue 6
Pages 1035-1044
DOI https://doi.org/10.1016/j.indmarman.2014.05.016
Keywords Mergers; Organizational culture conflict; Size effect; Experimental methodology
Public URL https://nottingham-repository.worktribe.com/output/1624254
Publisher URL https://www.sciencedirect.com/science/article/pii/S001985011400087X
Additional Information This article is maintained by: Elsevier; Article Title: Who's acquiring whom? — Experimental evidence of firm size effect on B2B mergers and marketing/sales tasks; Journal Title: Industrial Marketing Management; CrossRef DOI link to publisher maintained version: https://doi.org/10.1016/j.indmarman.2014.05.016; Content Type: article; Copyright: Copyright © 2014 Elsevier Inc. All rights reserved.