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Full-Text Articles in Business
Reducing Causal Ambiguity In Acquisition Integration: Intermediate Goals As Mediators Of Integration Decisions And Acquisition Performance, Margaret Cording, Petra Christman, David R. King
Reducing Causal Ambiguity In Acquisition Integration: Intermediate Goals As Mediators Of Integration Decisions And Acquisition Performance, Margaret Cording, Petra Christman, David R. King
Management Faculty Research and Publications
Integration is a difficult process, but one that is vital to acquisition performance. One reason acquirers encounter difficulties is that the integration process exhibits high levels of intrafirm linkage ambiguity – a lack of clarity of the causal link between integration decisions and their performance outcomes. We introduce the construct of intermediate goals as a mechanism that reduces intrafirm linkage ambiguity. Our structural model results, based on a sample of 129 horizontal acquisitions, indicate that the achievement of two intermediate goals (internal reorganization and market expansion) fully mediates the relationships between four integration decisions and acquisition performance.
Consumer Decision Making Styles: A Multi-Country Investigation, Steven Lysonski, Srinivas Durvasula, Yorgos Zotos
Consumer Decision Making Styles: A Multi-Country Investigation, Steven Lysonski, Srinivas Durvasula, Yorgos Zotos
Marketing Faculty Research and Publications
Argues that profiling consumer decision-making styles has importance to marketers, advertisers and consumer affairs specialists, but developing an approach to quantify such profiles has been problematic. Reports the application of an instrument known as the consumer style inventory (CSI) to measure these profiles for samples of consumers from Greece, India, New Zealand and the USA. Indicates, from the results, that the instrument seems more applicable to higher income countries than to developing ones. Discusses implications regarding use of the instrument and cross-cultural issues.