Propositions and future directions of marketers’ relationship effectiveness in mergers and acquisitions integration

Research on marketing integration related to mergers and acquisitions (M&A) has paid little attention to the combination of similar resources between two similar departments, particularly in the M&A context. Furthermore, existing research does not clearly demonstrate the role of relationship among marketers within the amalgamation process between acquirer and target firm.Hence, this paper addresses a few propositions that relate to strengthening the relationship effectiveness among the marketers in both firms, which at the same time uphold the M&A performance. Collaboration and interaction are proposed as drivers to increase optimistic relationship among the marketers.A quantitative research design is suggested as this method is not popular compared to qualitative methods such as case study, event-study and longitudinal approach in M&A.Drawing from the extant literature, propositions are developed and future directions are presented elaborating success factors to improve M&A integration performance

The Acquisition of Tacit Knowledge in International Outsourcing Relationships: The Malaysian Supplier Perspective

Tacit knowledge has been acknowledged to be a strategic source of sustainable competitive advantage. Thus, there is a great urgency for a firm to accumulate a stock of tacit knowledge. The acquisition of tacit knowledge through relationships with foreign business partners is deemed significant in increasing a firm’s competitiveness as it allows the firm to access not only tacit knowledge but other idiosyncratic resources belonging to its partners. A manufacturing supplier who engages in international outsourcing relationships can use the opportunity provided by collaborating with its foreign buyers to obtain tacit knowledge that is new and valuable to it. Once the external tacit knowledge is assimilated and applied within the supplier firm, its level of competency and business opportunities are expected to increase. Using survey data from 122 Malaysian manufacturing suppliers, this study attempts to analyze the effects of absorptive capacity and relational capital components on the Malaysian suppliers’ acquisition of tacit knowledge from their international outsourcing relationships. It also investigates the implications of the newly acquired tacit knowledge in enhancing the suppliers’ capabilities and opportunity recognition. -- Three important absorptive capacity components of prior related knowledge, business relatedness and interactive involvement have been identified as important in facilitating the supplier’s learning process. From the relational capital perspective, this study examines the roles of trust, interaction and cultural sensitivity play in the supplier’s tacit knowledge acquisition. In reference to the absorptive capacity, the findings reveal that the interactive involvement appears to be the most critical factor, while prior related knowledge is not significantly related to the success of tacit knowledge acquisition

Relationship engagement in mergers and acquisitions through collegial leadership

Research on the relationship engagement in Mergers and Acquisitions (M&As) is still unclear although this phenomenon has been explored in the global multi-business environment.Existing researches did not clearly demonstrate the importance of the relationship among M&A players in the amalgamation processes between an acquirer and the acquired firm. Thus, this paper attempts to highlight the influence of collegial leadership in initiating relationship engagement in the post M&A integration.Result shows that collegial leadership significantly influence the relationship engagement in M&A

Examining product factors affecting the satisfaction of Smartphone consumers

The smartphone is a fast-growing product in the modern day of electronic industry and has been considered one of the most important devices for most of the consumers due to its diversity of use. The purpose of this study is to identify the factors that affect the satisfaction of consumer after purchasing the product. This study employs a quantitative method by surveying 382 respondents among the Generation Y in the Northern region of Malaysia. The results of this study indicates that product judgment, product feature, and brand image are correlated significantly with consumer satisfaction. Meanwhile, the most influential element of consumer satisfaction is product judgment

Propositions to marketers' relationship effectiveness in cross-border mergers and acquisition integration contexts

Research on marketing integration related to mergers and acquisitions (M&A) has paid little attention to the combination of similar resources between two similar departments, particularly in the cross-border M&A context. Furthermore, exixting research does not clearly demonstrate the role of relationship among marketers' within the amalgamation process between acquirer and target firm. Hence, this paper addresses few propositions that related to strengthening the relationship effectiveness among the marketers in both firms, which at the same time upload the M&A performance. Collaboration and interaction are proposed as drivers to increase optimistic relationship among marketers. Drawing from the extent literature, propositions are developed, elaborating success factors to improve M&A integration performance

Analysis of national cultural distance for Malaysian and Indonesian acquirers: A cross-border mergers and acquisitions perspective

This article attempts to provide evidence of the national cultural distance between Malaysian and Indonesian acquirers and twenty-nine countries worldwide using a survey.Thomson One Banker is used as the main database covering completed Malaysian and Indonesian cross-border M&As by Malaysian firms are most likely to succeed when the target is an Indonesian firms due to greater understanding and hence collaboration between the two.Likewise, out of the countries investigated, Malaysian targets are found to have the smallest cultural distance from Indonesian acquirers.These results may be strengthened by the fact that the two are neighbouring countries and have similar languages and cultures, particularly in terms of religious aspects.The study also reveals that the Japanese targets are at the greatest cultural distance from the Malaysian acquirers.Meanwhile, the Thai targets are at the greatest cultural distance from the Indonesian acquirers but have the second smallest cultural distance from the Malaysian acquirers

Gaining tacit knowledge from foreign buyers: the role of prior knowledge, business relatedness and interactive involvement

As competition has become increasingly knowledge based, firms must double their efforts to increase their competitiveness by integrating the existing knowledge with new and updated knowledge resources, which maybe acquired through various approaches.One of the most popular strategies for knowledge acquisition is through strategic alliance, which can take the form of international outsourcing or another contractual agreement.As a result of the rising trend of international outsourcing and strategic value of tacit knowledge, this paper aims to provide a conceptual perspective on the importance of business relatedness and interactive involvement in the acquisition of tacit knowledge from the international suppliers’ point of view

Relational capital and tacit knowledge acquisition in international outsourcing relationships

The acquisition of tacit knowledge through business relationships with foreign buyers is deemed important in helping local supplier firms improve their competitiveness.As the suppliers engage in international outsourcing, they can use the opportunity of collaborating with their foreign buyers to develop relational capital and exploit this advantage to obtain tacit knowledge that is new and valuable to them.This allows the suppliers to access not only tacit knowledge but other idiosyncratic resources belonging to their foreign buyers.Employing a sample of 122 Malaysian manufacturing suppliers involved in international outsourcing, this study empirically investigates the implications of relational capital on the acquisition of tacit knowledge in international outsourcing relationships.The results provide evidence that partner interaction and cultural sensitivity dimensions of relational capital are indeed facilitated the acquisition of tacit knowledge, but that no support is found for trust dimension of relational capital.Further, the results also indicate that the tacit knowledge acquired from foreign buyers associates with Malaysian suppliers’ capability enhancement

Effective relationship engagement in the post-integration of mergers and acquisitions

Research on the relationship engagement in mergers and acquisitions (M&As) is still unclear although this phenomenon has been explored in the global multi-business environments.Furthermore, existing research does not clearly demonstrate the role of relationship among M&A players within the amalgamation processes between acquirer and the acquired firm.Hence, this paper addresses the factors that related to the relationship engagement among the M&A players particularly from the perspectives of Malaysian acquirers.This paper highlights four major indicators on effective relationship engagement: Collaboration, face to face interaction, on-line communication and collegial relationships between the acquirer and the acquired firms.Drawing from the extant literature, hypotheses are developed, elaborating success factors to improve the M&A integration performance through relationship engagement initiatives

Relationship Engagement in Mergers and Acquisitions through Collegial Leadership

Research on the relationship engagement in Mergers and Acquisitions (M&As) is still unclear although this phenomenon has been explored in the global multi-business environment. Existing researches did not clearly demonstrate the importance of the relationship among M&A players in the amalgamation processes between an acquirer and the acquired firm. Thus, this paper attempts to highlight the influence of collegial leadership in initiating relationship engagement in the post M&A integration. Result shows that collegial leadership significantly influence the relationship engagement in M&A. Keyword: Mergers and Acquisitions; Relationship engagement; Collegiality JEL Classification: G3