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On the discursive contest of an international M&A relationship development process within financial services
Uppsala University, Disciplinary Domain of Humanities and Social Sciences, Faculty of Social Sciences, Department of Business Studies.
2014 (English)In: International Business Review, ISSN 0969-5931, E-ISSN 1873-6149, Vol. 23, no 6, 1064-1073 p.Article in journal (Refereed) Published
Abstract [en]

The global liberalisation of national regulated financial services' sectors has opened up a wave of international mergers and acquisitions processes. To succeed with such processes, a positive relationship needs to be developed between involved parties. But actors within and outside involved companies in international mergers and acquisitions may have conflicting interests, not least because of national resistance to changes in domestic financial sectors. In order to study the discourse among such actors, this paper presents a theoretical view based on business relationships, highlighting the concept of legitimacy. The aim is to analyse how different actors communicate in and through the media, in order to legitimise their own actions or to delegitimise the actions of their opponents in the relationship development process. The empirical investigation is a longitudinal study of an acquisition process between two insurance companies from Sweden and South Africa. A discourse analysis shows that the relationship development process is not only a matter of rational arguments. It is rather a struggle between actors drawing on discourses that change over time, as a means to affect perceptions of legitimate behaviours to reach the preferred outcome.

Place, publisher, year, edition, pages
2014. Vol. 23, no 6, 1064-1073 p.
Keyword [en]
Business relationship, Discourse, Insurance companies' M&A, Legitimacy/delegitimacy, Media
National Category
Economics and Business
URN: urn:nbn:se:uu:diva-237279DOI: 10.1016/j.ibusrev.2014.06.012ISI: 000343391300004OAI: oai:DiVA.org:uu-237279DiVA: diva2:768406
Available from: 2014-12-03 Created: 2014-12-01 Last updated: 2014-12-03Bibliographically approved

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Persson, Sabine Gebert
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