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- Publisher Website: 10.5464/AMBPP.2011.220.a
- Scopus: eid_2-s2.0-85009423578
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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
Title | It takes two to continue to tango: a two-sided view on post-M&A supplier-buyer tie continuation |
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Authors | |
Keywords | Acquisition Competitive overlap Supplier-buyer Acquisition Competitive overlap |
Issue Date | 2011 |
Publisher | Academy 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? |
Abstract | We 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) |
Description | Conference Theme: West Meets East: Enlightening, Balancing, and Transcending Best Papers |
Persistent Identifier | http://hdl.handle.net/10722/138026 |
ISSN |
DC Field | Value | Language |
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dc.contributor.author | Cuypers, YK | en_HK |
dc.contributor.author | Martin, X | en_HK |
dc.date.accessioned | 2011-08-26T14:38:40Z | - |
dc.date.available | 2011-08-26T14:38:40Z | - |
dc.date.issued | 2011 | en_HK |
dc.identifier.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 | en_US |
dc.identifier.issn | 2151-6561 | - |
dc.identifier.uri | http://hdl.handle.net/10722/138026 | - |
dc.description | Conference Theme: West Meets East: Enlightening, Balancing, and Transcending | - |
dc.description | Best Papers | - |
dc.description.abstract | We 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.language | eng | en_US |
dc.publisher | Academy of Management. The Journal's web site is located at http://www.aomonline.org/aom.asp?id=156 | - |
dc.relation.ispartof | Academy of Management Annual Meeting Proceedings | en_HK |
dc.rights | This work is licensed under a Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 International License. | - |
dc.subject | Acquisition | en_HK |
dc.subject | Competitive overlap | en_HK |
dc.subject | Supplier-buyer | en_HK |
dc.subject | Acquisition | - |
dc.subject | Competitive overlap | - |
dc.title | It takes two to continue to tango: a two-sided view on post-M&A supplier-buyer tie continuation | en_HK |
dc.type | Conference_Paper | en_HK |
dc.identifier.email | Cuypers, YK: ycuypers@hku.hk | en_HK |
dc.identifier.email | Martin, X: X.Martin@uvt.nl | - |
dc.identifier.authority | Cuypers, YK=rp01449 | en_HK |
dc.description.nature | link_to_subscribed_fulltext | - |
dc.identifier.doi | 10.5464/AMBPP.2011.220.a | - |
dc.identifier.scopus | eid_2-s2.0-85009423578 | en_HK |
dc.identifier.hkuros | 189161 | en_US |
dc.identifier.hkuros | 193810 | - |
dc.identifier.hkuros | 207088 | - |
dc.identifier.volume | 2011 | - |
dc.identifier.issue | 1 | - |
dc.identifier.spage | 1 | - |
dc.identifier.epage | 6 | - |
dc.identifier.eissn | 1543-8643 | - |
dc.publisher.place | United States | - |
dc.description.other | 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 | - |
dc.identifier.scopusauthorid | Martin, X=7102299707 | en_HK |
dc.identifier.scopusauthorid | Cuypers, Y=55100992800 | en_HK |