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Article
Market growth through mergers and acquisitions: The role of the relationship marketing manager in sustaining performance
Bond Business School Publications
  • R. Glenn Richey
  • Timothy S. Kiessling, Bond University
  • Mert Tokman
  • Vivek Dalela
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.

Access the publisher's website.

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.

Citation Information
R. Glenn Richey, Timothy S. Kiessling, Mert Tokman and Vivek Dalela. "Market growth through mergers and acquisitions: The role of the relationship marketing manager in sustaining performance" (2008)
Available at: http://works.bepress.com/tim_kiessling/1/