Welcome to Scribd, the world's digital library. Read, publish, and share books and documents. See more
Download
Standard view
Full view
of .
Save to My Library
Look up keyword or section
Like this
1Activity

Table Of Contents

A new perspective on M&As
Customers – A frequent feature in M&A motives
M&As and control
Can you acquire control over customers?
A lack of previous research
A viewpoint to research customers in M&As
The setting
M&As divided into events
Perspectives on M&As
Aim of the study
Outline of the thesis
Mergers and acquisitions
Merging, acquiring, acquired or M&A parties
Customer, customers and customer relationships
Research on M&As – An outlook
Research on M&As
TABLE 2:1 LITERATURE SEARCH – RESULTS PER JOURNAL
Pre-M&A and motives
Integration
Post-M&A
Process
Other themes
Customers and M&As in literature
Strategy – Customers in M&As
Marketing – M&As in marketing research
TABLE 2:3 M&AS IN MARKETING JOURNALS – RESULTS OF REVIEW
Networks – M&As in network studies
TABLE 2:4 M&AS IN IMP PAPERS – RESULTS OF REVIEW
TABLE 2:5 FOCI IN IMP CONFERENCE PAPERS
Summarising the literature reviews
Pointing at gaps
TABLE 2:6 CUSTOMERS IN REVIEWED LITERATURE
Some basic assumptions…
TABLE 3:1 THE CHARACTERISTICS OF TWO WORLDS
… and some explanations of these
Relationships, interaction and networks
TABLE 3:2 DIMENSIONS OF NETWORK STUDIES
Dynamics
TABLE 3:3 DYNAMICS ON A DYADIC LEVEL
Levels of relationship analyses
Levels of change
Perspectives on companies, relationships and networks
Relationships as focus…
… in a network context
Change as cause, change as outcome
Perspectives
TABLE 3:5 DIMENSIONS OF NETWORK STUDIES – FOCUS IN THIS THESIS
Events and perspectives
TABLE 3:6 EVENTS AND PERSPECTIVES IN THIS THESIS
Methodology
Researching customers and M&As – Initial choices made
Choice of subject
An inductive approach
The role as researcher
Literature reviews1
The 2004 review on M&A literature
The re-review on customers in M&A literature
The IMP literature review
Empirical data – Research design
Case studies
TABLE 4:1 CASES IN THE THESIS
Data collection methods
Newspaper reviews
How about the results? Evaluation of the study
BT Industries’ acquisition of Raymond
Acquisition point
Changes in relationships
BT Industries’ acquisition of Cesab
Toyota’s acquisition of BT Industries
Momentum’s acquisition of Structurit
BasWare’s acquisition of Momentum Doc
ADB Gruppen Mandator’s acquisition of Verimation
NetSys’ acquisition of (and merger with) Verimation
Nexus’ acquisition of ‘Verimation’
Summing up the M&As
TABLE 5:1 SUMMARISING THE M&AS
Acquisition point – M&A parties’ view
Customers as motive
TABLE 6:1 M&A MOTIVES
Customers as addressees
Acquirer’s customers
Acquired party’s customers
Markets and position
Customers as individuals and as aggregates
Drivers for customer-related motives
Responsive activities
Speculations about customers’ future activities
Expectations on customers’ unchanged buying behaviour
Acquisition point, M&A parties’ view – Summing up
TABLE 6:3 PATTERNS OF ADDRESSES AND ACTIVITIES/EXPECTATIONS
Acquisition point – Customers’ view
Customer relationships and change
Motives from a customer perspective
Customer reactions
An asymmetry of change
Change, non-change and in-betweens
Driving forces for customer reactions
M&A activities as driver for customer reactions
Actor aspects
TABLE 7:2 DRIVING FORCES
Types of reactions
TABLE 7:3 M&A PARTIES’ INTENTIONS AND CUSTOMER REACTIONS
Non-reactions
Incremental reactions
Radical reactions
TABLE 7:4 CUSTOMER REACTIONS
TABLE 7:5 DRIVING FORCES AND REACTIONS
TABLE 7:6 TYPES OF DRIVING FORCES AND TYPES OF REACTIONS
Relationship outcomes
Direct actions and delayed reactions
Integration – M&A parties’ view
Integration towards customers
TABLE 8:1 INTEGRATION TOWARDS CUSTOMERS
TABLE 8:2 INTEGRATION STRATEGIES
Non-integration
Transfer of products and/or relationships
TABLE 8:3 DIMENSIONS OF CROSS-SELLING
Absorption or replacement
Customer and relationship expectations
Integration based on motives
TABLE 8:5 INTENTIONS AT THE ACQUISITION POINT AND INTEGRATION
TABLE 8:6 INTEGRATION VIS-À-VIS MOTIVES
Integration corresponding to motives
Integration deviating from motives
Customers and integration realisation
TABLE 8:8 CUSTOMERS AFFECTING INTEGRATION REALISATION
Customers limiting integration intentions
Pre-integration reconsiderations
Independence being argued through customers
Customers not acting according to integration intentions
Customers actively working against integration
Integration – Customers’ view
Integration from a customer perspective
Integration and change
Driving forces for customer actions
Integration activities as drivers for customer actions
‘M&A-external’ activities as drivers for customer actions
TABLE 9:2 DRIVING FORCES FOR CUSTOMER ACTIONS
TABLE 9:3 STABILISING AND DESTABILISING DRIVING FORCES
Types of actions
Non-actions
Adding products
Connecting to the other party
TABLE 9:8 CHANGES IN INTEGRATION AND CUSTOMER ACTIONS
TABLE 9:9 CUSTOMER RELATIONSHIPS FOLLOWING INTEGRATION
Empirical patterns
On drivers and activities
Acquisition point, M&A parties view
Acquisition point, customers’ view
TABLE 10:3 MAIN FOCI AT THE ACQUISITION POINT
Integration, M&A parties view
Relating M&A parties’ view on integration to theory
TABLE 10:4A-B INTEGRATION, M&A PARTIES’ VIEW AND THEORY
TABLE 10:5 MAIN FOCI AT INTEGRATION – M&A PARTIES’ VIEW
Integration, customers’ view
TABLE 10:6 MAIN FOCI AT INTEGRATION – CUSTOMERS’ VIEW
Relating customers’ view at integration to theory
TABLE 10:7A-B INTEGRATION, CUSTOMERS’ VIEW AND THEORY
Empirical patterns – Summing up
TABLE 10:9 CATEGORIES NOT EXPLAINED BY THEORY
Some initial words…
TABLE 11:2 HOW CUSTOMERS IMPACT AND ARE IMPACTED BY M&AS
Contributions to research
Towards traditional M&A literature
Towards the network approach
Towards M&As according to the network approach
TABLE 11:3 CONTRIBUTIONS TO VARIOUS RESEARCH AREAS
Reflecting results
Causes, effects and the contextual reside
Level of openness
Let’s get normative… – Some managerial implications
Future research
BT Industries – A company background1
Geographical expansion
Ownership changes and introduction on the stock exchange
Customers – New buying patterns
Consolidation in the industry
An era of acquisitions
The acquisition of Raymond Corporation
Raymond Corporation
Pre-acquisition co-operation
Acquisition process
Acquisition motives
The acquisition of Cesab Carelli Elevatori S.p.A
Raymond
Cesab Carelli Elevatori S.p.A
Toyota’s acquisition of BT
Toyota Industry Corporation
Summing up and moving on
Epilogue
Beslag & Metall
Comau Ingest (Saab Automobile)
DFDS Transport
Saab
Servera
Volvo Group
TABLE B:1 – CUSTOMER COMPANIES, BT INDUSTRIES
Prior to Structurit
A customer initiative
… and a triggered idea
Structurit
Momentum
Acquisition hype and the road towards liquidation
Acquisition hype
Towards liquidation
Liquidation
BasWare’s acquisition of Momentum Doc
BasWare
Fakturatjänst
Kopparstaden
Sabo
Scania
TABLE D:1 – CUSTOMER COMPANIES, MOMENTUM DOC
Verimation
Prior to Verimation1
ADB Gruppen Mandator (Sapia)
Verimation during ADB Gruppen Mandator’s ownership
Introduction on the Stockholm Stock Exchange
Verimation during the listing on the stock exchange
Norman Data Defence System’s acquisition attempts
The acquisition of the majority of shares in Verimation…
… never came about
Verimation during the acquisition attempts
In search of a new partner or owner
NetSys’ acquisition of and merger with Verimation
NetSys
Heading for bankruptcy
‘Verimation’ at the time of the bankruptcy
Nexus
Nexus during the acquisition of Verimation
‘Verimation’ as part of Nexus
‘Verimation’ – Epilogue 2004
Verimation customers
Ericsson
IKEA
InfoData/SemaGroup
TABLE F:1 – CUSTOMER COMPANIES, VERIMATION
References
Interviews
Other interviews
0 of .
Results for:
No results containing your search query
P. 1
Mergers & Acqusitions

Mergers & Acqusitions

Ratings: (0)|Views: 5 |Likes:
Published by sreejitkaimal

More info:

Published by: sreejitkaimal on Aug 29, 2010
Copyright:Attribution Non-commercial

Availability:

Read on Scribd mobile: iPhone, iPad and Android.
download as PDF, TXT or read online from Scribd
See more
See less

10/30/2011

pdf

text

original

You're Reading a Free Preview
Pages 8 to 85 are not shown in this preview.
You're Reading a Free Preview
Pages 93 to 170 are not shown in this preview.
You're Reading a Free Preview
Pages 178 to 205 are not shown in this preview.
You're Reading a Free Preview
Pages 213 to 334 are not shown in this preview.
You're Reading a Free Preview
Pages 342 to 399 are not shown in this preview.

You're Reading a Free Preview

Download
/*********** DO NOT ALTER ANYTHING BELOW THIS LINE ! ************/ var s_code=s.t();if(s_code)document.write(s_code)//-->