A New Focus for Post-Deal Integration: Extracting the Potential Revenues from Mergers and Acquisitions
Phair-Sutherland, Lana, Turner, Cameron, Ivey Business Journal Online
In most mergers and acquisitions, the focus is on internal issues, particularly on aligning the organizations. These authors, however, suggest that managers should also look outward and focus on external issues like market fluctuations, changes in customer business cases and competitive threats. For, like organizational synergies, market synergies will drive value to the customer and to the organization.
On the face of it, growth by acquisition seems to be the easiest and fastest way for companies to expand their revenues. Most companies acquire other companies with the goal of advancing their position in the marketplace, by:
* pre-empting the competition * …
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Publication information: Article title: A New Focus for Post-Deal Integration: Extracting the Potential Revenues from Mergers and Acquisitions. Contributors: Phair-Sutherland, Lana - Author, Turner, Cameron - Author. Magazine title: Ivey Business Journal Online. Publication date: July/August 2003. Page number: 1. © 2008 University of Western Ontario. Provided by ProQuest LLC. All Rights Reserved.
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