The Management Factor in Acquisition Performance

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1986-01

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Cranfield School of Management

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Working Paper

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David Norburn and Peter D. Hall, The Management Factor in Acquisition Performance, Cranfield School of Management, SWP 86/03, January 1986

Abstract

This paper reviews the "state of the art" of both theoretical development and empirical investigation concerning Mergers and Acquisitions. It classifies existing knowledge within three main areas: . pre-acquisition procedures - typologies of selection and decision making processes; . valuation activity - the, letermination of price and methods of payment; . success criteria - what should be measured. The review highlights the paucity of research as to the different effects of managerial behaviour and motivation upon acquisition outcomes, and therefore suggests a number of testable hypotheses in urgent need of investigation.

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Submitted to Business and Policy Planning Division: 1986 National Academy of Management Conference, Chicago.

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