Size effect and merger dominance in salesforce integration
Purpose This study aims to test the authors’ theory that in an integrated sales team, the larger team (either from the acquiring or acquired firm) dominates the smaller team, even though it may be less competent than the smaller one, and that the level of competence of the integrated entity with the...
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| Published in: | The Journal of business & industrial marketing Vol. 36; no. 7; pp. 1077 - 1089 |
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| Main Author: | |
| Format: | Journal Article |
| Language: | English |
| Published: |
Santa Barbara
Emerald Publishing Limited
27.07.2021
Emerald Group Publishing Limited |
| Subjects: | |
| ISSN: | 0885-8624, 2052-1189 |
| Online Access: | Get full text |
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| Abstract | Purpose
This study aims to test the authors’ theory that in an integrated sales team, the larger team (either from the acquiring or acquired firm) dominates the smaller team, even though it may be less competent than the smaller one, and that the level of competence of the integrated entity with the dominant but inferior larger team is bound to deteriorate.
Design/methodology/approach
The study tests the theory by conducting a laboratory experiment.
Findings
The results from the experiment show that an asymmetrical employee composition structure creates merger dominance in the post-integration group and influences the integration performance.
Research limitations/implications
Considering the lack of mergers and acquisitions research in the marketing literature, the author believes that this study contributes new information to the literature. The finding that an integrated entity with a dominant but inferior larger partner will demonstrate a resulting degeneration of competence invites empirical research for validation.
Practical implications
The integration of sales teams is central to ensuring revenue growth and driving the value that mergers promise but often fail to realize. The study findings provide some practical insights in this regard.
Originality/value
Mergers between asymmetrical partners are common phenomena. However, few studies have investigated how an unequal size of sales teams in pre-merger firms influences the effective integration of different sales teams. To fill this research gap, this study examines whether the involvement of an unequal number of salespeople from pre-merger firms in a post-merger sales team may influence its post-merger performance. |
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| AbstractList | PurposeThis study aims to test the authors’ theory that in an integrated sales team, the larger team (either from the acquiring or acquired firm) dominates the smaller team, even though it may be less competent than the smaller one, and that the level of competence of the integrated entity with the dominant but inferior larger team is bound to deteriorate.Design/methodology/approachThe study tests the theory by conducting a laboratory experiment.FindingsThe results from the experiment show that an asymmetrical employee composition structure creates merger dominance in the post-integration group and influences the integration performance.Research limitations/implicationsConsidering the lack of mergers and acquisitions research in the marketing literature, the author believes that this study contributes new information to the literature. The finding that an integrated entity with a dominant but inferior larger partner will demonstrate a resulting degeneration of competence invites empirical research for validation.Practical implicationsThe integration of sales teams is central to ensuring revenue growth and driving the value that mergers promise but often fail to realize. The study findings provide some practical insights in this regard.Originality/valueMergers between asymmetrical partners are common phenomena. However, few studies have investigated how an unequal size of sales teams in pre-merger firms influences the effective integration of different sales teams. To fill this research gap, this study examines whether the involvement of an unequal number of salespeople from pre-merger firms in a post-merger sales team may influence its post-merger performance. Purpose This study aims to test the authors’ theory that in an integrated sales team, the larger team (either from the acquiring or acquired firm) dominates the smaller team, even though it may be less competent than the smaller one, and that the level of competence of the integrated entity with the dominant but inferior larger team is bound to deteriorate. Design/methodology/approach The study tests the theory by conducting a laboratory experiment. Findings The results from the experiment show that an asymmetrical employee composition structure creates merger dominance in the post-integration group and influences the integration performance. Research limitations/implications Considering the lack of mergers and acquisitions research in the marketing literature, the author believes that this study contributes new information to the literature. The finding that an integrated entity with a dominant but inferior larger partner will demonstrate a resulting degeneration of competence invites empirical research for validation. Practical implications The integration of sales teams is central to ensuring revenue growth and driving the value that mergers promise but often fail to realize. The study findings provide some practical insights in this regard. Originality/value Mergers between asymmetrical partners are common phenomena. However, few studies have investigated how an unequal size of sales teams in pre-merger firms influences the effective integration of different sales teams. To fill this research gap, this study examines whether the involvement of an unequal number of salespeople from pre-merger firms in a post-merger sales team may influence its post-merger performance. |
| Author | Oh, Joon-Hee |
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| Issue | 7 |
| Keywords | Salesforce integration Sales team integration Merger dominance Experiment Size effect Post-merger integration M&A Mergers and acquisitions Experimental study |
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This study aims to test the authors’ theory that in an integrated sales team, the larger team (either from the acquiring or acquired firm) dominates... PurposeThis study aims to test the authors’ theory that in an integrated sales team, the larger team (either from the acquiring or acquired firm) dominates the... |
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| SubjectTerms | Acquisitions & mergers Asymmetry Corporate culture Cultural differences Emerging markets Hypotheses Influence Internal customers Marketing Organizational change Salespeople Symmetry Teams |
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| Title | Size effect and merger dominance in salesforce integration |
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