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Conference Paper: It takes two to continue to tango: a two-sided view on post-M&A supplier-buyer tie continuation

TitleIt takes two to continue to tango: a two-sided view on post-M&A supplier-buyer tie continuation
Authors
KeywordsAcquisition
Competitive overlap
Supplier-buyer
Acquisition
Competitive overlap
Issue Date2011
PublisherAcademy of Management. The Journal's web site is located at http://www.aomonline.org/aom.asp?id=156
Citation
The 71st Annual Meeting of the Academy of Management Annual Meeting (AOM 2011), San Antonio, TX., 12-16 August 2011. In Academy of Management Annual Meeting Proceedings, v. 2011 n. 1, p. 1-6 How to Cite?
AbstractWe examine the effect of buyer-side M&As on the continuation of supplier-buyer ties, distinguishing between the supplier's and the buyer's incentives to keep their relationship going. We focus on post-M&A changes in competitive overlap between the merged company and the other clients in the focal supplier's customer base. We test our hypotheses on a sample of 798 advertising agency-client ties, for which the client was involved in an acquisition. Our results show that, from the buyer's perspective, an increase in competitive overlap has a negative effect on the likelihood of tie continuation which is moderated by the relative intensity of investment in the service provided by the focal suppliers. From the supplier's perspective we find that the negative effect of an increase in competitive overlap on the likelihood of tie continuation is moderated by the importance of the buyer to the supplier. Our results suggest that buyers are concerned about sharing a supplier with competitors, but these fears are mitigated when they are in a better bargaining position and they can use their power to force suppliers to put protective mechanisms in place. (Abstract by, EBSCOhost)
DescriptionConference Theme: West Meets East: Enlightening, Balancing, and Transcending
Best Papers
Persistent Identifierhttp://hdl.handle.net/10722/138026
ISSN

 

DC FieldValueLanguage
dc.contributor.authorCuypers, YKen_HK
dc.contributor.authorMartin, Xen_HK
dc.date.accessioned2011-08-26T14:38:40Z-
dc.date.available2011-08-26T14:38:40Z-
dc.date.issued2011en_HK
dc.identifier.citationThe 71st Annual Meeting of the Academy of Management Annual Meeting (AOM 2011), San Antonio, TX., 12-16 August 2011. In Academy of Management Annual Meeting Proceedings, v. 2011 n. 1, p. 1-6en_US
dc.identifier.issn2151-6561 (electronic)-
dc.identifier.urihttp://hdl.handle.net/10722/138026-
dc.descriptionConference Theme: West Meets East: Enlightening, Balancing, and Transcending-
dc.descriptionBest Papers-
dc.description.abstractWe examine the effect of buyer-side M&As on the continuation of supplier-buyer ties, distinguishing between the supplier's and the buyer's incentives to keep their relationship going. We focus on post-M&A changes in competitive overlap between the merged company and the other clients in the focal supplier's customer base. We test our hypotheses on a sample of 798 advertising agency-client ties, for which the client was involved in an acquisition. Our results show that, from the buyer's perspective, an increase in competitive overlap has a negative effect on the likelihood of tie continuation which is moderated by the relative intensity of investment in the service provided by the focal suppliers. From the supplier's perspective we find that the negative effect of an increase in competitive overlap on the likelihood of tie continuation is moderated by the importance of the buyer to the supplier. Our results suggest that buyers are concerned about sharing a supplier with competitors, but these fears are mitigated when they are in a better bargaining position and they can use their power to force suppliers to put protective mechanisms in place. (Abstract by, EBSCOhost)en_HK
dc.languageengen_US
dc.publisherAcademy of Management. The Journal's web site is located at http://www.aomonline.org/aom.asp?id=156-
dc.relation.ispartofAcademy of Management Annual Meeting Proceedingsen_HK
dc.rightsCreative Commons: Attribution 3.0 Hong Kong License-
dc.subjectAcquisitionen_HK
dc.subjectCompetitive overlapen_HK
dc.subjectSupplier-buyeren_HK
dc.subjectAcquisition-
dc.subjectCompetitive overlap-
dc.titleIt takes two to continue to tango: a two-sided view on post-M&A supplier-buyer tie continuationen_HK
dc.typeConference_Paperen_HK
dc.identifier.emailCuypers, YK: ycuypers@hku.hken_HK
dc.identifier.emailMartin, X: X.Martin@uvt.nl-
dc.identifier.authorityCuypers, YK=rp01449en_HK
dc.description.naturelink_to_subscribed_fulltext-
dc.identifier.doi10.5465/AMBPP.2011.65869738-
dc.identifier.scopuseid_2-s2.0-84858428501en_HK
dc.identifier.hkuros189161en_US
dc.identifier.volume2011-
dc.identifier.issue1-
dc.identifier.spage1-
dc.identifier.epage6-
dc.identifier.eissn1543-8643-
dc.publisher.placeUnited States-
dc.description.otherThe 71st Annual Meeting of the Academy of Management Annual Meeting (AOM 2011), San Antonio, TX., 12-16 August 2011. In Academy of Management Annual Meeting Proceedings, v. 2011 n. 1, p. 1-6-
dc.identifier.scopusauthoridMartin, X=7102299707en_HK
dc.identifier.scopusauthoridCuypers, Y=55100992800en_HK

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