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Acquirer Strategic Orientations, Integration Decisions, and Performance
Stockholm University, Faculty of Social Sciences, Stockholm Business School.ORCID iD: 0000-0002-4035-9531
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Number of Authors: 62026 (English)In: Journal of Management Studies, ISSN 0022-2380, E-ISSN 1467-6486Article in journal (Refereed) Epub ahead of print
Abstract [en]

Integration decisions are not isolated, as they are embedded in an organizational context. Using a multi-country sample (Nordics, German speaking Europe, and China) of small- and medium-sized acquirers, we explore the influence of firm strategic orientations on how managers conceptualize acquisitions, make integration decisions, and impact acquisition performance. Both market- and entrepreneurial-oriented firms coordinate activities following an acquisition, but they do so differently. Entrepreneurial-oriented acquirers use human integration to align target managers with common goals and reinforce their decision-making autonomy. In contrast, market-oriented acquirers strive for functional integration and use human integration to reduce target firm managers' decision-making autonomy. Thus, achieving coordination after an acquisition can follow different paths that are closely aligned with the strategic orientation of the acquirer. In other words, different strategic orientations guide managers' decisions, resulting in different paths to acquisition success.

Place, publisher, year, edition, pages
2026.
Keywords [en]
acquisitons, dominant logic, entrepreneurial orientation, integration decisions, market orientation
National Category
Business Administration
Identifiers
URN: urn:nbn:se:su:diva-253420DOI: 10.1111/joms.70082ISI: 001691885400001Scopus ID: 2-s2.0-105030257120OAI: oai:DiVA.org:su-253420DiVA, id: diva2:2046447
Available from: 2026-03-17 Created: 2026-03-17 Last updated: 2026-03-30

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