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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Bibliographic Details
Published in:	The Journal of business & industrial marketing Vol. 36; no. 7; pp. 1077 - 1089
Main Author:	Oh, Joon-Hee
Format:	Journal Article
Language:	English
Published:	Santa Barbara Emerald Publishing Limited 27.07.2021 Emerald Group Publishing Limited
Subjects:	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 Access:	Get full text
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