Date of this Version

6-1-2008

Document Type

Journal Article

Publication Details

Submitted Version.

Richey, R. G., Kiessling, T. S., Tokman, M., & Dalela, V. (2008). Market growth through mergers and acquisitions: The role of the relationship marketing manager in sustaining performance. Industrial marketing management, 37(4), 394-406.

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2008 HERDC submission. FoR Code: 1503

© Copyright Elsevier, 2008

Abstract

This research suggests that firms considering a merger and acquisition strategy need to pay attention to the relationship marketing managers of the target firm and the implicit agreements that have kept them with the target firm. The results of this study convey that the joint activity of maintaining the implicit contracts and retaining the relationship marketing managers have a stabilizing and positive impact on the productivity of subordinate marketing employees. These employees are a key success factor that enables the target firm to function effectively after the acquisition.

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This document has been peer reviewed.

 

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