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Trust in corporate acquisitions

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Few attempts have been made to examine the potentially critical role that trust plays in the acquisition process. Drawing on research on intra- and inter-organizational trust as well as research on post-acquisition integration, this paper presents a model with trust as a key mediating variable. The model synthesizes the factors identified by prior studies to be of critical importance to the post-acquisition integration process. A number of testable propositions are derived from this model, and the implications for merger and acquisition research and practice are discussed.

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