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| Author: | Anderson, H. Havila, V. Salmi, A. |
| Title: | Can you buy a business relationship? On the importance of customer and supplier relationships in acquisitions |
| Journal: | Industrial Marketing Management
2001 : OCT, VOL. 30:7, p. 575-586 |
| Index terms: | CUSTOMER RELATIONS MERGERS SUPPLIERS |
| Language: | eng |
| Abstract: | An implicit assumption seems to be that through acquisition the market position of the target firm can be taken over. The authors argue that it is not always easy or even possible to take over a company's customer and supplier relationships. They elaborate on the various problems related to relationships that acquisitions may give rise to. The conceptual discussion is illustrated with a case from the graphics industry. |
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