Variable Details:

Source:

Cording, Margaret, Petra Christmann, and David R. King (2008), "Reducing causal ambiguity in acquisition intergration: Intermediate goals as mediators of integration decisions and acquisition performance.", Academy of Management Journal, 51, 744-767.
[Endnote]


Variable



Definition:

  • The extension of an acquirer’s market reach into related markets and product lines.


Item(s):

  • To what extent has your company achieved the following objectives for the acquisition: Expansion into new customer and/or geographic market segments.
  • To what extent has your company achieved the following objectives for the acquisition: Market share growth.
  • To what extent has your company achieved the following objectives for the acquisition: Cross-selling (i.e., sale of acquirer products to the target’s customers and vice versa).
  • At the time of the acquisition, how important were the following objectives for this transaction: Expansion into new customer and/or geographic market segments.
  • At the time of the acquisition, how important were the following objectives for this transaction: Market share growth.
  • At the time of the acquisition, how important were the following objectives for this transaction: Cross-selling (i.e., sale of acquirer products to the target’s customers and vice versa).


Citations: