Ivey Publishing
Adcock Ingram: Decisions and Motives That Steer Acquisitions
Product Number:
9B10C008
Publication Date:
06/10/2010
Revised Date:
06/18/2010
Length:
16 pages (12 pages of text)
Product Type:
Case (Field)
Source:
Ivey/GIBS
The case sketches the story of a charismatic and ambitious young business leader who, through value-adding commercial transactions, has helped set a South African pharmaceutical company, Adcock Ingram, on a trajectory of growth. In May 2009, he faces lack of closure and an ambiguous outcome to an offer to acquire a smaller pharmaceutical company. The case demonstrates the power of relationships, where the ambitions of different parties around the negotiations table and the incentives that shape their alliances can make or break a strategic business deal. The case presents students with an opportunity to analyze an unfavourable outcome of a business deal, and build a concept of behavioural requirements of success in business transactions. The case has been designed for class discussion and analysis of factors of leadership that underpin or influence acquisitions. It focuses on the behavioural components of leadership decision-making and their effect on business results. The case can provide a platform for the discussion of motives, interpersonal skills and relationships, and business activities in acquisitions.
Issues:
Disciplines:
General Management/Strategy,  Organizational Behaviour/Leadership,  International
Industries:
Manufacturing
Setting:
South Africa, Large, 2009
Intended Audience:
MBA/Postgraduate
Price:
$5.30 CAD / $5.00 USD Printed Copy
$4.50 CAD / $4.25 USD Permissions
$4.50 CAD / $4.25 USD Digital Download
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