Rights statement: 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.
Accepted author manuscript, 900 KB, PDF document
Available under license: CC BY-NC: Creative Commons Attribution-NonCommercial 4.0 International License
Final published version
Research output: Contribution to Journal/Magazine › Journal article › peer-review
Research output: Contribution to Journal/Magazine › Journal article › peer-review
}
TY - JOUR
T1 - Marketing integration decisions, intermediate goals, and market expansion in horizontal acquisitions
T2 - how marketing fit moderates the relationships on intermediate goals
AU - Bauer, Florian
AU - Rothermel, Marcella
AU - Tarba, Shlomo
AU - Arslan, Ahmad
AU - Uzelac, Borislav
N1 - 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.
PY - 2020/10/1
Y1 - 2020/10/1
N2 - 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.
AB - 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.
U2 - 10.1111/1467-8551.12364
DO - 10.1111/1467-8551.12364
M3 - Journal article
VL - 31
SP - 896
EP - 917
JO - British Journal of Management
JF - British Journal of Management
SN - 1045-3172
IS - 4
ER -