Using network pictures to study inter-organisational encounters

SummaryThis paper describes and illustrates how a network picture methodology can create understandings of external parties in mergers and acquisitions (M&As). Recent studies have brought attention to the limited use of qualitative research methods and the overlooked marketing perspective in M&A studies. Network pictures refer to how individual actors in companies perceive their company's business network. The paper develops a protocol and illustrates its use through a single case study. Network pictures are described in terms of actors, resources and activities on a relational level and on a network level. Using such pictures enables the capturing of how M&As are processed by business partners and how external parties’ activities impact M&A decisions, knowledge which will contribute to the M&A literature.

► Sense-making to understand M&A activities; what causes them and reactions to them.
► Acquisitions are embedded in wider patterns of activities that influence, and are influenced by the acquisition.
► More parties than just the acquiring party will impact the acquisition occurrence and outcome.
► External parties are influenced in their reactions by other external parties.