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Revista de Administração (São Paulo)

On-line version ISSN 1984-6142


SALES, Augusto Cesar Silva  and  ZANINI, Marco Tulio Fundão. Investigating the deal making failure in M&A: deal makers' perspective in Brazil. Rev. Adm. (São Paulo) [online]. 2017, vol.52, n.4, pp.467-478. ISSN 1984-6142.

Why do merger talks collapse? – an exploratory study about the contributing factors behind ‘wedding cold feet' and deal making failures in Mergers and Acquisitions according to the perspective of active deal making professionals in Brazil. One basic question has encouraged the present study: after all the effort, expectations and money often invested in deal making, why are M&A transactions simply abandoned, even when the benefits to the business, shareholders, customers and employees seem to be clear?

Keywords : Mergers and acquisitions; Due diligence; Deal breakers; M&A failure.

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