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The Banking Relationship's Role in the Choice of the Target's Advisor in Mergers and Acquisitions

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Abstract

We analyse the factors influencing the target company's choice of bank advisor in mergers and acquisitions (M&As). We first examine the choice of hiring an advisor, which is nontrivial, since in one-third of transactions our sample target companies did not hire one. We also analyse the choice to hire as advisor a bank with a strong prior relationship with the company (i.e., the main bank). Using data on 473 European M&A transactions completed in the period 1994–2003, we find evidence that the decision to hire an advisor depends on three main factors: (i) the intensity of the previous banking relationship, (ii) the reputation of the bidder company's advisor, and (iii) the complexity of the deal. We also investigate the impact of the bank advisor on shareholder wealth. We find that the abnormal returns of target company shareholders increase with the intensity of the previous banking relationship, thus indicating a ‘certification role’ on the part of investment banks.

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  • Gianfranco Forte & Giuliano Iannotta & Marco Navone, 2010. "The Banking Relationship's Role in the Choice of the Target's Advisor in Mergers and Acquisitions," Published Paper Series 2010-4, Finance Discipline Group, UTS Business School, University of Technology, Sydney.
    • Handle: RePEc:uts:ppaper:2010-4
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    File URL: https://onlinelibrary.wiley.com/doi/abs/10.1111/j.1468-036X.2009.00481.x
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    1. Giuliano Iannotta & Marco Navone, 2008. "Which Factors Affect Bond Underwriting Fees? The Role of Banking Relationships," European Financial Management, European Financial Management Association, vol. 14(5), pages 944-961, November.
    2. McLaughlin, Robyn M., 1992. "Does the form of compensation matter? *1: Investment banker fee contracts in tender offers," Journal of Financial Economics, Elsevier, vol. 32(2), pages 223-260, October.
    3. Allen, Linda, et al, 2004. "The Role of Bank Advisors in Mergers and Acquisitions," Journal of Money, Credit and Banking, Blackwell Publishing, vol. 36(2), pages 197-224, April.
    4. Kale, Jayant R. & Kini, Omesh & Ryan, Harley E., 2003. "Financial Advisors and Shareholder Wealth Gains in Corporate Takeovers," Journal of Financial and Quantitative Analysis, Cambridge University Press, vol. 38(3), pages 475-501, September.
    5. Raghavendra Rau, P., 2000. "Investment bank market share, contingent fee payments, and the performance of acquiring firms," Journal of Financial Economics, Elsevier, vol. 56(2), pages 293-324, May.
    6. Hunter, William C. & Jagtiani, Julapa, 2003. "An analysis of advisor choice, fees, and effort in mergers and acquisitions," Review of Financial Economics, Elsevier, vol. 12(1), pages 65-81.
    7. Servaes, Henri & Zenner, Marc, 1996. "The Role of Investment Banks in Acquisitions," The Review of Financial Studies, Society for Financial Studies, vol. 9(3), pages 787-815.
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    1. Nguyen, Hang Thi Dieu & Tsai, Hsiangping, 2024. "Relationship Advisors Guiding Financially Weak Targets in M&A Deals: Conflict of Interest and Reputation Concerns," Finance Research Letters, Elsevier, vol. 61(C).
    2. Ronald Jean Degen, 2012. "Changes in governance, the market for corporate control, and the mechanisms for hostile takeovers in Continental Europe: The case of Arcelor?s takeover by Mittal Steel," Working Papers 87, globADVANTAGE, Polytechnic Institute of Leiria.
    3. Bi, XiaoGang & Wang, Danni, 2018. "Top-tier financial advisors, expropriation and Chinese mergers & acquisitions," International Review of Financial Analysis, Elsevier, vol. 57(C), pages 157-166.
    4. Chiu, Shih-Chi (Sana) & Pathak, Seemantini & Sabz, Azadeh, 2022. "The impact of advisor status on corporate divestitures and market reactions," Journal of Business Research, Elsevier, vol. 144(C), pages 107-121.
    5. Chang, Xin & Shekhar, Chander & Tam, Lewis H.K. & Yao, Jiaquan, 2016. "The information role of advisors in mergers and acquisitions: Evidence from acquirers hiring targets’ ex-advisors," Journal of Banking & Finance, Elsevier, vol. 70(C), pages 247-264.
    6. Anna Bedford & Martin Bugeja & Matthew Grosse, 2021. "The choice of financial advisory and independent expert services in takeovers: evidence in a setting where the services are independent," Accounting and Finance, Accounting and Finance Association of Australia and New Zealand, vol. 61(2), pages 3649-3683, June.
    7. Chen, Hsuan-Chi & Ho, Keng-Yu & Weng, Pei-Shih & Yeh, Chia-Wei, 2020. "The role of equity underwriting relationships in mergers and acquisitions," Pacific-Basin Finance Journal, Elsevier, vol. 64(C).
    8. Wan, Liangyong & Ren, Liuyang & Lin, Bingxuan & Xu, Xiaowei, 2021. "Does investment banker human capital matter in acquisitions? Evidence from China," Journal of Corporate Finance, Elsevier, vol. 70(C).
    9. Huang, Qiongyu & Zhang, Ruiyao & Li, Siyao & Li, Jingjing & Yao, Qiong, 2024. "The role of financial advisorʼs industry expertise in M&A quality: Evidence from goodwill impairment," International Review of Economics & Finance, Elsevier, vol. 89(PB), pages 216-231.
    10. Marcelo Daniel Araújo Ermel & Roy Martelanc, 2018. "Motivations and Consequences of Advisor Participation in Mergers and Acquisitions," RAC - Revista de Administração Contemporânea (Journal of Contemporary Administration), ANPAD - Associação Nacional de Pós-Graduação e Pesquisa em Administração, vol. 22(6), pages 859-884.

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