Trust dynamics in acquisitions: A case survey
基于组织信任文献和并购整合研究，构建了收购中信任前因与后果的模型，案例调查发现整合过程变量（如速度、沟通质量）比关系历史更能影响信任，进而影响整合效果和绩效。
Abstract Drawing on the organizational trust literature and research on postmerger integration, the authors develop a model that conceptually synthesizes the antecedents and consequences of trust in acquired organizations. The model proposes that the acquiring and target firms' relationship history, the interfirm distance, and the acquirer's integration approach will affect target firm member trust in the acquiring firm's management. Target firm member trust, in turn, may influence several sociocultural integration outcomes as well as postacquisition performance. The results of a case survey suggest that certain aspects of the relationship history and interfirm distance, such as the firms' collaboration history and preacquisition performance differences, are poor predictors of trust, whereas integration process variables, such as speed of integration, communication quality, and acquirer multiculturalism are major factors influencing trust. The implications for postmerger integration research and practice are discussed. © 2011 Wiley Periodicals, Inc.