Marketing integration decisions, intermediate goals, and market expansion in horizontal acquisitions:how marketing fit moderates the relationships on intermediate goals

Bauer, Florian and Rothermel, Marcella and Tarba, Shlomo and Arslan, Ahmad and Uzelac, Borislav (2020) Marketing integration decisions, intermediate goals, and market expansion in horizontal acquisitions:how marketing fit moderates the relationships on intermediate goals. British Journal of Management, 31 (4). pp. 896-917. ISSN 1045-3172

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Abstract

Despite their enormous importance for value creation, marketing topics are broadly ignored in M&A research. Even though the internal aspects of M&A processes receive much research attention, marketing related integration decisions play an important role in customer retention and market expansion. In this paper, we develop a model that integrates core marketing integration decisions, intermediate goals, and market expansion by considering the contingency of marketing fit. The theoretical framework was tested empirically through a sample of 82 horizontal acquisitions made by acquirers from German-speaking countries. Our results show that there are no universally pertinent integration decisions; rather, there are important trade-offs that, when aggregated, may explain the insignificant results achieved by commonly accepted success factors. Furthermore, intermediate goals mediate the relationship between integration decisions and market expansion. Implications for management research and practice are also discussed.

Item Type:
Journal Article
Journal or Publication Title:
British Journal of Management
Additional Information:
This is the peer reviewed version of the following article: Bauer, F. , Rothermel, M. , Tarba, S. Y., Arslan, A. and Uzelac, B. (2019), Marketing Integration Decisions, Intermediate Goals and Market Expansion in Horizontal Acquisitions: How Marketing Fit Moderates the Relationships on Intermediate Goals. British Journal of Management 31 (4) 2020 doi: 10.1111/1467-8551.12364 which has been published in final form at https://onlinelibrary.wiley.com/doi/10.1111/1467-8551.12364 This article may be used for non-commercial purposes in accordance With Wiley Terms and Conditions for self-archiving.
Uncontrolled Keywords:
/dk/atira/pure/subjectarea/asjc/1400/1405
Subjects:
ID Code:
132207
Deposited By:
Deposited On:
29 Mar 2019 15:00
Refereed?:
Yes
Published?:
Published
Last Modified:
25 Oct 2021 04:06