Acquirers’ Goals’ Influence on Acquirer-Target Bilateral Interactions

Abstract

We argue that the two distinct components of the economic synergy goal (i.e. cost reduction and revenue enhancement) have different implementation implications, in particular, as they relate to two interactive dimensions of acquisition implementation: the acquirer’s effort at involving target employees in implementation decision-making and at operational cross-fertilization. Our paper contributes to the acquisition and strategy implementation literature, as well as to human resource management and organization design research more broadly.

Keywords: acquisition, intent, goals, synergy, efficiency, knowledge, implementation, integration, interaction, participation