Research Seminars

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

Speaker: Michelle ROGAN
London Business School

26 January 2006 - From 9:00 to 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

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