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Changing Network Pictures: The evidence from Mergers & Acquisitions
Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
School of Management University of Bath.
School of Management University of Bath.
2006 (English)In: Annual IMP Conference,2006, 2006Conference paper (Refereed)
Abstract [en]

Mergers and acquisitions (M&As) may cause dramatic changes in a business network which in turn affect managerial cognition as well as managerial activities. We use the concepts of 'network pictures' and 'networking' to illustrate and analyse changes in managerial sensemaking and networking activities following an M&A. The paper focuses on the merging parties and those companies with which they have direct customer relationships. Based on three case studies comprising eight M&As, we show that managers may need to adapt their previous network pictures in a radical way following an M&A, but that these adaptations are not always realised as shifts in network pictures and adjustments in networking activities by all managers involved. Furthermore, whereas the merging parties' network pictures and networking activities are largely driven by their perception of customers' needs and developments, it is not certain that the M&As are enacted accordingly. The paper contributes to the understanding of M&As from a network perspective and to the conceptual interdependence of the constructs of network pictures and networking in a multi-actor situation.

Place, publisher, year, edition, pages
Keyword [en]
network pictures, networking, mergers @ acquisitions, customer relationship
National Category
Social Sciences
URN: urn:nbn:se:liu:diva-34664Local ID: 22440OAI: diva2:255512
Available from: 2009-10-10 Created: 2009-10-10

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Öberg, Christina
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