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Professional influence: the effects of investment banks on clients' acquisition financing and performance

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  • Mathew L. A. Hayward

Abstract

This study examines the conditions in which professional firms use client engagements to get clients to subsequently hire them. The central thesis is that professional firms derive power from their specialized expertise and lead clients towards complex problems that apply the expertise. In particular, relative to cash‐financed acquisitions, stock‐financed acquisitions more intensively apply investment banks' expertise. Consistent with expectations, results from a sample of 404 acquisitions show that firms are more likely to hire banks on stock‐financed acquisitions when they have previously used banks. Evidence also suggests that clients that hire banks on such acquisitions are prone to adverse performance from them. Overall, these results suggest that professional firms lead clients to complex solutions with problematic outcomes. Copyright © 2003 John Wiley & Sons, Ltd.

Suggested Citation

  • Mathew L. A. Hayward, 2003. "Professional influence: the effects of investment banks on clients' acquisition financing and performance," Strategic Management Journal, Wiley Blackwell, vol. 24(9), pages 783-801, September.
    • Handle: RePEc:bla:stratm:v:24:y:2003:i:9:p:783-801
    DOI: 10.1002/smj.336
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    Citations

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    Cited by:

    1. Stefka Iankova, 2013. "Success and Failure Factors of the Mergers and Acquisitions Performance: Evidence from Bulgaria," International Journal of Economics & Business Administration (IJEBA), International Journal of Economics & Business Administration (IJEBA), vol. 0(1), pages 79-90.
    2. Chen, Hsuan-Chi & Ho, Keng-Yu & Weng, Pei-Shih & Yeh, Chia-Wei, 2020. "The role of equity underwriting relationships in mergers and acquisitions," Pacific-Basin Finance Journal, Elsevier, vol. 64(C).
    3. Chiu, Shih-Chi (Sana) & Pathak, Seemantini & Sabz, Azadeh, 2022. "The impact of advisor status on corporate divestitures and market reactions," Journal of Business Research, Elsevier, vol. 144(C), pages 107-121.
    4. Francis, Bill B. & Hasan, Iftekhar & Sun, Xian, 2014. "Does relationship matter? The choice of financial advisors," Journal of Economics and Business, Elsevier, vol. 73(C), pages 22-47.
    5. Anja Trichterborn & Dodo Zu Knyphausen-Aufseß & Lars Schweizer, 2016. "How to improve acquisition performance: The role of a dedicated M&A function, M&A learning process, and M&A capability," Strategic Management Journal, Wiley Blackwell, vol. 37(4), pages 763-773, April.
    6. Maung, Min & Wilson, Craig & Yu, Weisu, 2020. "Does reputation risk matter? Evidence from cross-border mergers and acquisitions," Journal of International Financial Markets, Institutions and Money, Elsevier, vol. 66(C).
    7. repec:zbw:bofrdp:2012_028 is not listed on IDEAS
    8. Neil A. Morgan & Lopo Leotte Rego, 2006. "The Value of Different Customer Satisfaction and Loyalty Metrics in Predicting Business Performance," Marketing Science, INFORMS, vol. 25(5), pages 426-439, September.
    9. Ecer, C. Fuat J. & Trautmann, Stefan T., 2020. "Done Deal! Advisor impact on Pricing, Premia, Returns, and Deal Completion in M&A," Discussion Paper 2020-032, Tilburg University, Center for Economic Research.
    10. Dirk Bezemer, 2014. "Schumpeter might be right again: the functional differentiation of credit," Journal of Evolutionary Economics, Springer, vol. 24(5), pages 935-950, November.
    11. Pathak, Seemantini & Chiu, Shih-Chi (Sana), 2020. "Firm-advisor ties and financial performance in the context of corporate divestiture," Journal of Business Research, Elsevier, vol. 121(C), pages 315-328.
    12. repec:zbw:bofrdp:2012_031 is not listed on IDEAS
    13. Liu, Qi & Sun, Xian & Wu, Hong, 2019. "Premier advisory services for VIP acquirers," Journal of Corporate Finance, Elsevier, vol. 54(C), pages 1-25.
    14. Johannes Luger & Sebastian Raisch & Markus Schimmer, 2018. "Dynamic Balancing of Exploration and Exploitation: The Contingent Benefits of Ambidexterity," Organization Science, INFORMS, vol. 29(3), pages 449-470, June.
    15. Kobeissi, Nada & Sun, Xian & Wang, Haizhi, 2010. "Managerial labor-market discipline and the characteristics of merger and acquisition transactions," Journal of Business Research, Elsevier, vol. 63(7), pages 721-728, July.
    16. B. Westbrock & K.S. Muehlfeld & Utz Weitzel, 2017. "Selecting Legal Advisor in M&A’s: Organizational Learning and the Role of Multiplicity of Mental Models," Working Papers 17-19, Utrecht School of Economics.
    17. Francis, Bill B. & Hasan, Iftekhar & Sun, Xian, 2012. "Home preference at selecting financial advisors in cross-border M&As," Research Discussion Papers 31/2012, Bank of Finland.

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