Acquisition organizations and the production of justifiable bids
2015 (English)Conference paper (Refereed)
Based on in depth case studies of two serial acquirers this study develops a framework of acquisition organizations as producers of bids justified by decision makers. Justification of bids concerns two conceptually different elements. One is the acquisition rationale, i.e. an analytical, logical and convincing description for making the acquisition, consisting of strategic and financial reasoning. The other is trust in developed structures for making acquisitions and trust in people, i.e. confidence in or reliance on the acquisition process and that it is done in a professional manner. In order to make justifiable bids acquisition organizations need to produce acquisition rationale and trust rationale. This is managed through three key areas of activities: getting competences, obtaining commitment and ensuring confidentiality. These are all necessary for producing bids which can be justified by decision makers. The study shows how this framework provides new insights into acquisition processes, extending and partly contradicting previous knowledge.
Place, publisher, year, edition, pages
Acquisition, merger, acquistion organization, decision making, justifiable, bids
Economics and Business
IdentifiersURN: urn:nbn:se:uu:diva-267242OAI: oai:DiVA.org:uu-267242DiVA: diva2:872510
Nordic Academy of Management Research, August 12-15, 2015, Copenhagen