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.

Titre : TBA

Economie et Sciences de la décision

Intervenant : Claire Lelarge
Paris Sud

10 septembre 2019 - HEC Campus


Finance

Intervenant : Xavier Gabaix

13 juin 2019 - T104 - De 14h00 à 15h15


Titre : TBA

Economie et Sciences de la décision

Intervenant : Larry Samuelson
Yale

13 juin 2019 - HEC Campus


Finance

Intervenant : Adriano Rampini

23 mai 2019 - T105 - De 14h00 à 15h15


Finance

Intervenant : Luke Taylor

16 mai 2019 - T105 - De 14h00 à 15h15


Finance

Intervenant : Jessica Jeffers

18 avril 2019 - T104 - De 14h00 à 15h15


Finance

Intervenant : Emil Verner

4 avril 2019 - T104 - De 14h00 à 15h15


Finance

Intervenant : Niels Gormsen

28 mars 2019 - T104 - De 14h00 à 15h15


Titre : TBA

Economie et Sciences de la décision

Intervenant : Gaetano Gaballo
Banque de France & PSE

19 mars 2019 - HEC Campus


Finance

Intervenant : Ramona Dagostino

14 mars 2019 - T104 - De 14h00 à 15h15



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