The Impact of Mergers and Acquisitions on the Sales Force
Abstract
This research draws from the psychodynamic perspective of social identity theory to examine the causal effect of mergers and acquisitions involving a mismatch of external images on the sales force. Study 1, a natural longitudinal experiment, shows that a merger with a poorer-image firm immediately dilutes salespeople's organizational identification (OI), which in turn impairs their performance. As sense makers, salespeople who are more tenured...
Paper Details
Title
The Impact of Mergers and Acquisitions on the Sales Force
Published Date
Apr 1, 2018
Volume
55
Issue
2
Pages
254 - 264
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