A Risk-information Perspective on the Marketing of M&A Advisory

A Risk-information Perspective on the Marketing of M&A Advisory

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How do companies choose their investment bank MaA advisor? What roles do sales presentation, the bank's reputation, its relationship with the company, and the company's experience with banks during previous transactions play? Can universal banks build on their commercial banking relationships with the company when applying for an advisory mandate? altBRg How well do reputation and other vehicles help decrease perceived risk associated with the MaA advisor choice, and how reliably do they yield subsequent satisfaction? What can banks learn from these interdependencies for a successful go-to-market, both externally (marketing and sales) and internally (culture, organization, incentive systems)?altBRg The topic of how companies choose their MaA advisor has not been in the focus of any publication to date. By building on risk theory, information economy, principal agent theory, and product classifications, this publication develops a theoretical framework in which real-life marketing problems are being addressed. A European-wide survey among MaA advice users is used to quantitatively validate or reject the so-derived hypotheses, before further-reaching implications are being discussed.First, the combined J. P. Morgan Chase is made up of two widely autonomous parts, namely J. P. Morgan, which comprises investment banking, research, private equity, investment management, private banking, treasury and securities services, and ... while Chase offers consumer banking, small business services, auto finance, education finance, credit cards, home finance, investments, and insurance.

Title:A Risk-information Perspective on the Marketing of M&A Advisory
Author: Ute Kristin Schuler
Publisher:Peter Lang - 2004

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