Séminaires de Recherche

Too Close for Comfort ? The Effect of Competitive Overlap and Relationship Duration on Client Retention Post-Acquisitions

Stratégie et Politique d'Entreprise

Intervenant : Michelle ROGAN
London Business School

26 janvier 2006 - De 9:00 à 19h

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Competitive overlap increases post-acquisition when an acquiring firm's and target firm's combined portfolio of clients includes clients that are rivals. I investigate why competitive overlap sometimes leads to the loss of clients of the acquiring firm and/or target firm post-acquisition and sometimes does not by examining the effect of competitive overlap under conditions of client relationship duration. I argue that although in general the increased trust, information sharing and specific investments associated with relationship duration decrease the likelihood of client loss post-acquisition, an interaction effect with competitive overlap exists such the greater the increase in competitive overlap post-acquisition and the longer the duration of the client relationship, the more likely the relationship will be dissolved post-acquisition. I find support for these arguments on a longitudinal sample of client relationships of acquiring and target firms in the advertising industry. Results indicate that competitive overlap does increase the likelihood of client loss post-acquisition but only for relationships of longer duration. Furthermore, these findings suggest that an acquiring firm's existing long standing relationships both enable and constrain its acquisition of external social capital of other firms depending on the change in competitive overlap for clients caused by the acquisition.

A déterminer

Comptabilité et Contrôle de Gestion

Intervenant : Kalle Kraus
Stockholm School of Economics

14 septembre 2018 - HEC Paris - salle T004 - De 14h00 à 16h00


A déterminer

Comptabilité et Contrôle de Gestion

Intervenant : Shiva Sivaramakrishnan
Rice University

15 juin 2018 - HEC Paris - salle X120 - De 14h00 à 16h00


Finance

Intervenant : Matthieu Bouvard
Desautels Faculty of Management

14 juin 2018 - De 14h00 à 15h15


A déterminer

Comptabilité et Contrôle de Gestion

Intervenant : Xin Wang
Hong Kong University

8 juin 2018 - HEC Paris - salle T004 - De 14h00 à 16h00


Finance

Intervenant : Mikhail Simutin
Rotman School of Management

7 juin 2018 - De 14h00 à 15h15


Finance

Intervenant : Liyan Yang
Rotman School of Management

31 mai 2018 - De 14h00 à 15h15


A déterminer

Comptabilité et Contrôle de Gestion

Intervenant : Hendrik Vollmer
University of Leicester

25 mai 2018 - HEC Paris - salle T020 - De 14h00 à 16h00


Finance

Intervenant : Anton Lines
Columbia Business School

24 mai 2018 - De 14h00 à 15h15


Finance

Intervenant : Ian Martin
LSE

17 mai 2018 - De 14h00 à 15h15


A déterminer

Comptabilité et Contrôle de Gestion

Intervenant : Martin Giraudeau
LSE/Sci. Po

4 mai 2018 - HEC Paris - salle T004 - De 14h00 à 16h00



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