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...

Ausführliche Beschreibung

Gespeichert in:

Bibliographische Detailangaben
Veröffentlicht in:	The Journal of business & industrial marketing Jg. 36; H. 7; S. 1077 - 1089
1. Verfasser:	Oh, Joon-Hee
Format:	Journal Article
Sprache:	Englisch
Veröffentlicht:	Santa Barbara Emerald Publishing Limited 27.07.2021 Emerald Group Publishing Limited
Schlagworte:	Acquisitions & mergers Asymmetry Corporate culture Cultural differences Emerging markets Hypotheses Influence Internal customers Marketing Organizational change Salespeople Symmetry Teams Salesforce integration Sales team integration Merger dominance Experiment Size effect Post-merger integration M&A Mergers and acquisitions Experimental study
ISSN:	0885-8624, 2052-1189
Online-Zugang:	Volltext
Tags:	Tag hinzufügen Keine Tags, Fügen Sie den ersten Tag hinzu!

Schreiben Sie den ersten Kommentar!