TY - JOUR
T1 - Antecedents of marketing integration in cross-border mergers and acquisitions
T2 - Evidence from Malaysia and Indonesia
AU - Sinkovics, R.R.
AU - Sinkovics, N.
AU - Lew, Y.K.
AU - Jedin, M.H.
AU - Zagelmeyer, S.
PY - 2015/2/9
Y1 - 2015/2/9
N2 - Purpose: The purpose of this paper is to examine operational-level implementation issues regarding mergers and acquisitions (M&As) in general, and resource combination and integration at the functional marketing level in particular. Design/methodology/approach: “ The paper introduces four factors (i.e. collaboration, interaction, marketing synergy, and the realignment of marketing resources) that support successful M&A marketing integration and enhance overall M&A performance. Findings: “ The results indicate that marketing synergy and the realignment of marketing resources contribute significantly to the extent of integration. At the same time, the authors find a significant but negative relationship between the interaction dimension and the speed of integration. Originality/value: The cultural integration of firms that feature different management styles and organizational cultures has been recognized as a particularly challenging aspect of cross-border M&As. This study explains factors that contribute to effective marketing integration in M&As.
AB - Purpose: The purpose of this paper is to examine operational-level implementation issues regarding mergers and acquisitions (M&As) in general, and resource combination and integration at the functional marketing level in particular. Design/methodology/approach: “ The paper introduces four factors (i.e. collaboration, interaction, marketing synergy, and the realignment of marketing resources) that support successful M&A marketing integration and enhance overall M&A performance. Findings: “ The results indicate that marketing synergy and the realignment of marketing resources contribute significantly to the extent of integration. At the same time, the authors find a significant but negative relationship between the interaction dimension and the speed of integration. Originality/value: The cultural integration of firms that feature different management styles and organizational cultures has been recognized as a particularly challenging aspect of cross-border M&As. This study explains factors that contribute to effective marketing integration in M&As.
KW - Mergers and acquisitions
KW - Marketing integration
UR - http://www.scopus.com/inward/record.url?eid=2-s2.0-84923334680&partnerID=MN8TOARS
U2 - 10.1108/IMR-07-2014-0211
DO - 10.1108/IMR-07-2014-0211
M3 - Article
SN - 0265-1335
VL - 32
SP - 2
EP - 28
JO - International Marketing Review
JF - International Marketing Review
IS - 1
ER -