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- Publisher Website: 10.1016/j.indmarman.2006.03.001
- Scopus: eid_2-s2.0-34248591822
- WOS: WOS:000247229200005
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Article: Sales channel integration after mergers and acquisitions: A methodological approach for avoiding common pitfalls
Title | Sales channel integration after mergers and acquisitions: A methodological approach for avoiding common pitfalls |
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Authors | |
Keywords | Affiliation bias Joint ventures Mergers and acquisitions Manufacturers' representatives Balanced-scorecard Sales channels |
Issue Date | 2007 |
Citation | Industrial Marketing Management, 2007, v. 36, n. 5, p. 589-603 How to Cite? |
Abstract | This article addresses the integration of sales channels after mergers and acquisitions (M&A) by appraising the strengths, weaknesses, and biases associated with the four most common frameworks for evaluating sales channels (sales management, historical performance, strategic fit, and customer choice) for their appropriateness in a post-M&A context. The authors develop a methodological approach that uses a balanced-scorecard framework to guide managers through the sales channel integration process, and then apply this approach to the merger of two industrial firms' sales organizations across 21 territories. In so doing, they reveal various pitfalls and propose and test some analytical corrections. Longitudinal performance data support comparisons across the different evaluative frameworks; in particular, the sales management and customer choice frameworks provide the most insight into channel partners' post-integration performance. The results support the premise that channel integration can be improved by accounting for factors unique to the M&A context and using an approach that triangulates multiple perspectives. © 2006 Elsevier Inc. All rights reserved. |
Persistent Identifier | http://hdl.handle.net/10722/230781 |
ISSN | 2023 Impact Factor: 7.8 2023 SCImago Journal Rankings: 2.705 |
ISI Accession Number ID |
DC Field | Value | Language |
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dc.contributor.author | Palmatier, Robert W. | - |
dc.contributor.author | Miao, C. Fred | - |
dc.contributor.author | Fang, Eric | - |
dc.date.accessioned | 2016-09-01T06:06:47Z | - |
dc.date.available | 2016-09-01T06:06:47Z | - |
dc.date.issued | 2007 | - |
dc.identifier.citation | Industrial Marketing Management, 2007, v. 36, n. 5, p. 589-603 | - |
dc.identifier.issn | 0019-8501 | - |
dc.identifier.uri | http://hdl.handle.net/10722/230781 | - |
dc.description.abstract | This article addresses the integration of sales channels after mergers and acquisitions (M&A) by appraising the strengths, weaknesses, and biases associated with the four most common frameworks for evaluating sales channels (sales management, historical performance, strategic fit, and customer choice) for their appropriateness in a post-M&A context. The authors develop a methodological approach that uses a balanced-scorecard framework to guide managers through the sales channel integration process, and then apply this approach to the merger of two industrial firms' sales organizations across 21 territories. In so doing, they reveal various pitfalls and propose and test some analytical corrections. Longitudinal performance data support comparisons across the different evaluative frameworks; in particular, the sales management and customer choice frameworks provide the most insight into channel partners' post-integration performance. The results support the premise that channel integration can be improved by accounting for factors unique to the M&A context and using an approach that triangulates multiple perspectives. © 2006 Elsevier Inc. All rights reserved. | - |
dc.language | eng | - |
dc.relation.ispartof | Industrial Marketing Management | - |
dc.subject | Affiliation bias | - |
dc.subject | Joint ventures | - |
dc.subject | Mergers and acquisitions | - |
dc.subject | Manufacturers' representatives | - |
dc.subject | Balanced-scorecard | - |
dc.subject | Sales channels | - |
dc.title | Sales channel integration after mergers and acquisitions: A methodological approach for avoiding common pitfalls | - |
dc.type | Article | - |
dc.description.nature | link_to_subscribed_fulltext | - |
dc.identifier.doi | 10.1016/j.indmarman.2006.03.001 | - |
dc.identifier.scopus | eid_2-s2.0-34248591822 | - |
dc.identifier.volume | 36 | - |
dc.identifier.issue | 5 | - |
dc.identifier.spage | 589 | - |
dc.identifier.epage | 603 | - |
dc.identifier.isi | WOS:000247229200005 | - |
dc.identifier.issnl | 0019-8501 | - |