Integrated Sales and Marketing Management: Successful integration of Marketing and Sales after Mergers & Acquisitions

Integrated Sales and Marketing Management: Successful integration of Marketing and Sales after Mergers & Acquisitions Author : Harald Schröder
Publisher : diplom.de
Pub Date : 2015-02-01
Page : 105
Language : en
Rating :

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Today’s business-to-business (B2B) markets are characterized by high competitiveness and market saturation. As a consequence the growth potential in most B2B markets is limited. Under such conditions for most companies either merging with or acquiring a competitor are options for substantial growth. Some companies are opting for a vertical expansion via mergers and acquisitions (M&A). This book will focus on horizontal M&As. There are many successful and less successful examples of M&As. The merger between Daimler of Germany and Chrysler of the US is one of the biggest failures in the recent history of mergers and acquisitions. In contrary Cisco Systems has successfully acquired more than 120 companies, from small startups to large, well-established firms such as Linksys, Scientific Atlanta, and WebEx since 1993. The question is why some business leaders do a better job in dealing with the many challenges for all units of the newly formed cooperation than others. Usually corporate management’s focus is directed to internal issues as integrating the employees, products, services, operations, systems, and processes of acquired companies. Hence, customer relationships and key markets are getting less attention. Since customer relationships and customer-related tasks are neglected too often during preparation and execution of M&As, there is a significant risk of losing customers during the M&A integration phase. The strong internal orientation is frequently accompanied by a decline in service quality and responsiveness to customer requirements. Not surprisingly, this can result in customers’ uncertainties about their future relationship with the merging firms (e.g. prices, quality of products and services, contact persons). Customers are reacting with restraint to this development. And competitors’ actions often reinforce this effect as they take advantage of the situation and try to alienate customers in order to lure them away from an often long established relationship. Integrating the sales channels and services functions of two different companies in an appropriate way is very challenging. Typically there are significant differences regarding the organization of marketing and sales departments, customer structures and marketing approaches. This book provides valuable tools for a successful integration of two marketing and sales organizations following a Merger or Acquisition. It combines a theoretical analysis with a case study in the field of the Electronic Manufacturing Services industry.


Integrated Sales And Marketing Management Successful Integration Of Marketing And Sales After Mergers Acquisitions


Author by : Harald Schröder
Languange Used : en
Release Date : 2015-02
Publisher by : Anchor Academic Publishing (aap_verlag)


Description : Today's business-to-business (B2B) markets are characterized by high competitiveness and market saturation. As a consequence the growth potential in most B2B markets is limited. Under such conditions ...

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Mergers Acquisitions And Other Restructuring Activities


Author by : Donald DePamphilis
Languange Used : en
Release Date : 2017-07-12
Publisher by : Academic Press


Description : Mergers, Acquisitions, and Other Restructuring Activities: An Integrated Approach to Process, Tools, Cases, and Solutions, Ninth Edition, is the most current, comprehensive and cutting-edge text on M&...

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Author by : Timothy J. Galpin
Languange Used : en
Release Date : 2010-12-23
Publisher by : John Wiley & Sons


Description : ...

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Author by : Raphael König
Languange Used : en
Release Date : 2003-08-17
Publisher by : diplom.de


Description : Inhaltsangabe:Abstract: There is a wide body of evidence that suggests that the management of human and cultural factors in post-M&A implementation is important and, where it is badly managed, helps t...

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Author by : Mark E. Mendenhall
Languange Used : en
Release Date : 2005
Publisher by : Stanford University Press


Description : This book examines the dynamics of the sociocultural processes inherent in mergers and acquisitions, and draws implications for post-merger integration management....

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Author by : Emanuel Gomes
Languange Used : en
Release Date : 2011-09-15
Publisher by : Macmillan International Higher Education


Description : This book tackles the strategic, financial and procedural aspects of planning and executing mergers, acquisitions and strategic alliances. It also explores the similarities and differences between the...

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Author by : Jim Sanders
Languange Used : en
Release Date : 2017-03-18
Publisher by : Lulu.com


Description : Truly a Recruiter - Trainer Magic Wand! - Organizations seldom succeed without an actively engaged, energized, high performing Sales Force. Best of Sales Forces have a unique DNA - the magic of demons...

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Mergers Acquisitions And Other Restructuring Activities 4e


Author by : Donald DePamphilis
Languange Used : en
Release Date : 2007-11-26
Publisher by : Academic Press


Description : Dr. Donald DePamphilis explains the real-world of mergers, acquisitions, and restructuring based on his academic knowledge and personal experiences with over 30 such deals himself. The 99 case studies...

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Author by : Jeffrey Krug
Languange Used : en
Release Date : 2009-12-01
Publisher by : Business Expert Press


Description : This book provides executives with an in-depth look at the consequences of M&As for acquired top management teams. It examines M&As as a corporate growth strategy, the importance of top management tea...

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Author by : Robert D. Reid
Languange Used : en
Release Date : 2009-02-09
Publisher by : John Wiley and Sons


Description : Completely revised and updated to include more information on Internet marketing, tourism marketing, marketing technology, and international business, Hospitality Marketing Management, Fifth Edition i...

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