Too close for comfort? The effect of embeddedness and competitive Overlap on client relationship retention following an acquisition
File(s)SSRN_Rogan 2012_Too close for comfort.pdf (707.98 KB)
Accepted version
Author(s)
Rogan, Michelle
Type
Journal Article
Abstract
Drawing on insights from network dynamics and exchange theory, I develop and test arguments for the retention or dissolution of exchange relationships. I exploit mergers and acquisitions among advertising firms as strategic actions that change the networks in which they and their clients are situated, and examine the consequences of these changes for their network relationships. Analysis of an archival, longitudinal data set confirms that, in general, relational embeddedness reduces the likelihood of dissolution and that increases in competitive overlap among clients increase dissolution likelihood. The results also provide evidence of a significant interaction effect between relational embeddedness and competitive overlap. For low to moderate increases in competitive overlap, embeddedness reduces dissolution likelihood. However, when the merger results in a high increase in competitive overlap, increasing embeddedness actually increases dissolution likelihood. Mechanisms to explain the findings are explored, including fears of information leakage and trust betrayal. The findings suggest that under certain conditions, relational embeddedness can reduce—rather than increase—relationship stability.
Date Issued
2014-01-01
Date Acceptance
2013-06-01
Citation
Organization Science, 2014, 25 (1), pp.185-203
ISSN
1047-7039
Publisher
Institute for Operations Research and the Management Sciences (INFORMS)
Start Page
185
End Page
203
Journal / Book Title
Organization Science
Volume
25
Issue
1
Copyright Statement
© 2014, INFORMS
Identifier
https://pubsonline.informs.org/doi/full/10.1287/orsc.2013.0833
Subjects
1503 Business and Management
1505 Marketing
Business & Management
Publication Status
Published
Date Publish Online
2013-06-26