Customer Reactions to Acquirer-Dominant Mergers and Acquisitions

Thorbjørnsen, Helge

doi:10.2139/ssrn.1865150

Cited by 17 publications

(53 citation statements)

References 48 publications

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“…1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 46 47 48 49 50 51 52 53 54 55 56 57 58 59 In a recent study, Öberg (2014) reports how international acquisitions can end up eroding customer relationships due to the customers reacting negatively to acquisitions. Thorbjørnsen and Dahlén (2011) have also reported similar results. To avoid such problems, these authors suggest an active involvement of the customer in the post-merger activities.…”

Section: Practical Implicationssupporting

confidence: 66%

Perceptions of justice and organisational commitment in international mergers and acquisitions

Gomes

Mellahi

Sahadev

et al. 2017

IMR

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Purpose Although there is substantial and accumulating evidence on the link between market entry modes and performance, evidence regarding their impact on employee’s perceptions and thereby their commitment is scarce. This is more so in mergers and acquisitions (M&As) where employee’s commitment has a significant impact on post-entry performance. The purpose of this paper is to examine the association between perceptions of justice and organisational commitment in cross-border M&As. Design/methodology/approach The authors draw on market entry and M&As’ literature and studies on the link between perception of justice and commitment to develop the hypotheses. The authors test the hypotheses with survey data from a merger of two culturally different partners – British and Japanese. A total of 128 responses were received, out of a sample of 151 non-managerial employees within the firm. Findings The results show a strong association between employees’ perceptions of justice during the merger and commitment to the new organisation. Surprisingly, the results do not support the widely reported interaction effects between different organisational justices and employees’ commitment. Research limitations/implications Obtaining data from a single M&A is a potential limitation of this study. Practical implications The study underscores the importance of post-market entry. The results suggest that particular attention needs to be paid to the way employees of the acquired firm are treated during their interactions with their counterparts. Originality/value The link between market entry and performance is well documented. However, little progress has been made in understanding the antecedents/factors that influence commitment in foreign market entry and in particular cross-border M&As. This study helps close this gap.

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Section: Practical Implicationssupporting

confidence: 66%

Perceptions of justice and organisational commitment in international mergers and acquisitions

Gomes

Mellahi

Sahadev

et al. 2017

IMR

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“…Over time, being exposed to advertising using such narrow stereotypical portrayals will put pressure on a female target audience to behave in a manner that is consistent with these stereotypes (e.g., Casper & Rothermund, ). This limits the personal freedom of female target audiences, thereby introducing a tension that is likely to lead to reactance (Thorbjørnsen & Dahlen, ). The theory of psychological reactance (Brehm, ) states that people have a predisposition to preserve and restore their personal freedom.…”

Section: Hypothesesmentioning

confidence: 99%

“…When personal freedom is reduced, eliminated, or threatened with elimination, people will experience a state of arousal (reactance) that induces attempts to recover or reestablish the lost or threatened behavior. Reactance has also been conceptualized as a situational construct, where certain stimuli or situations can lead people to experience reactance in that specific moment (e.g., Fitzsimons & Lehmann, ; Thorbjørnsen &Dahlen, ). The stereotypical female portrayals used in traditional advertising would indeed limit female target audiences’ perceived range of alternatives (regarding, e.g., what is means to be successful or attractive), and would thus generate higher levels of defensive reactions (Henderson‐King, Henderson‐King, & Hoffmann, ; Wan, Ansons, Chattopadhyay, & Leboe, ) at the time of exposure to such ads.…”

Section: Hypothesesmentioning

confidence: 99%

“…This paper sets out to understand contemporary advertising campaigns that challenge traditional female advertising stereotypes (“femvertising,” short for female empowerment advertising, e.g., Castillo, ; Iqbal, ) and their impact on a female target audience. More specifically, drawing on research on female stereotypes in advertising (e.g., Eisend, ; Eisend, Plagemann, & Sollwedel, ) and linking them with reactance theory (e.g., Brehm, ; Thorbjørnsen & Dahlén, ), it is proposed that femvertising, compared to traditional advertising, reduces ad reactance. This in turn enhances ad and brand attitudes among a female target audience.…”

Section: Introductionmentioning

confidence: 99%

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Advertising “like a girl”: Toward a better understanding of “femvertising” and its effects

2017

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This paper investigates the impact of femvertising (female empowerment advertising). More specifically, it hypothesizes that femvertising (vs. traditional portrayals of females in advertising) will reduce ad reactance among a female target audience, and that this in turn will enhance ad and brand attitudes. The results of three experimental studies indicate that this is indeed the case, and that the results hold across print and digital media, for five different product categories, and for femvertising focusing on challenging female stereotypes in terms of physical characteristics as well as the roles and occupations used to portray women in advertising. Although previous studies of the effects of female portrayals tend to focus on social comparison and self-identity, the current paper considers the role of psychological reactance to (more or less) stereotypical portrayals in explaining these effects. The results suggest that marketers have much to gain from adapting a more proactive and mindful approach to the female portrayals they use in their ads. K E Y W O R D S ad reactance, female empowerment, female portrayals, femvertising Psychol Mark. 2017;34:795-806.

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“…They conclude how brand portfolios consisting of low-and high-end brands (mass-market and luxury car brands) may lead to scale and scope synergies, but also lead to brand corrosion. Thorbjørnsen and Dahlén (2011) focus on acquirer-dominated brand redeployment and point to negative reactions among the target's customers.…”

Section: Brand Management and Mergers And Acquisitionsmentioning

confidence: 99%

Brand management in mergers and acquisitions

Liu

Öberg

Tarba

et al. 2018

IMR

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Article Accepted VersionLiu, Y., Öberg, C., Tarba, S. Y. and Xing, Y. (2018) Brand management in mergers and acquisitions: emerging market multinationals venturing into advanced economies. AbstractPurpose: This paper focuses on emerging market firms that internationalize into advanced economies by means of acquisitions. This paper aims to describe and discuss brand management in post-acquisition integration from a multi-level perspective and identify how brand management strategy can be constructed. The paper takes into account the influences of country image, corporate brand and brand portfolio to obtain a granular view in managing brand after such acquisitions.Design/Methodology/Approach: A multiple case study approach is adopted. By using case studies and storytelling qualitative research methods, our empirical setting consists of Chinese firms' acquisitions in Germany. Findings:We identified three mechanisms for brand management in post-acquisition integration of emerging market firms, namely transferring, dynamically redeploying and categorizing that underpin the interconnection and combined influence of country image on the national level, corporate brand on the organizational level and brand portfolio on the product level. Practical implications:Brand has been viewed as a strategic asset in Chinese cross-border acquisitions. Brand management is a dynamic process that involves learning and interaction between the acquirer and target. Our research offers a practical guideline for both acquirers and targets in managing brand amid emerging market firms' acquisition in advanced economies. Originality/Value: Our findings shed important light on brand management strategy inChinese overseas acquisitions in particular, and emerging market firms venturing into advanced economies in general. The interlinking of country, company and product levels presents new ideas to brand literature, and the setting with Chinese firms acquiring German companies constitutes an important contribution to understand how firms from emerging economies may pursue branding strategies different to present knowledge from advanced economy firms.

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Customer Reactions to Acquirer-Dominant Mergers and Acquisitions

Cited by 17 publications

References 48 publications

Perceptions of justice and organisational commitment in international mergers and acquisitions

Perceptions of justice and organisational commitment in international mergers and acquisitions

Advertising “like a girl”: Toward a better understanding of “femvertising” and its effects

Brand management in mergers and acquisitions

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