Acquisitions of innovative firms and their impact on customer access
2005 (English)In: Proceedings (online) of the 21st IMP Conference 2005, 1-3 September 2005, Rotterdam, The Netherlands., Rotterdam: RSM Erasmus University , 2005, 49- p.Conference paper (Refereed)
Traditionally, the literature depicts acquisitions of technology or innovative firms as a means for the acquirer to obtain resources or knowledge. This paper challenges the traditional view. We take the perspective of an innovative firm ro ask the question: In what ways does the acquirer affect the cusromer access for the target company? This question is addressed where the acquirer is a company within a mature industry, the target is an innovative firm, and when the target's customers at the same time are competitors to the acquirer. The discussion takes its point of departure in a literature review and a case study which highlight issues of customer access in dimensions of ownership and integration. Three hypotheses targeting different aspects of customer access are developed. As this paper considers the situation from the target's perspective it contributes to the literature on acquisitions of innovative firms. Furthermore, it contributes to the innovation literature through highlighting the influence of ownership on an innovative company in the process of getting customer access.
Place, publisher, year, edition, pages
Rotterdam: RSM Erasmus University , 2005. 49- p.
IdentifiersURN: urn:nbn:se:liu:diva-31298Local ID: 17060ISBN: 9090198369OAI: oai:DiVA.org:liu-31298DiVA: diva2:252121
21st IMP Conference 2005, 1-3 September 2005, Rotterdam, The Netherlands.