Mergers and acquisitions: learning with brazilian experience

Abstract

This paper contributes to the discussion of merger and acquisition as processes. It explores the relationship between the motivation for the purchase and different integration strategies. It presents a panorama of these operations in Brazil; and it analyzes in what way local culturecan impact upon these processes. Data from research done at 106 companies in Brazil and from seven case studies are presented. The results indicate that one of the challenges to these operations in Brazil is the adequate development of the stages of the process. Local characteristics of informality and more personalized relationships should be respected. The paper confirms the importance of choosing an integration strategy that is based on the motivation for the acquisition and the situation of the acquired company. The results also suggest a hybrid model of management. This model is influenced by Brazilian culture and combines the rationalized processes of the acquiring companies with the informality and personalized relationship of the acquired companies.