Investigating the deal making failure in M&A: deal makers' perspective in Brazil

  • Augusto Cesar Silva Sales Fundação Getulio Vargas
  • Marco Tulio Fundão Zanini Fundação Getulio Vargas
Keywords: Mergers and acquisitions, Due diligence, Deal breakers, M&A failure


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?


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How to Cite
Sales, A., & Zanini, M. (2017). Investigating the deal making failure in M&A: deal makers’ perspective in Brazil. Revista De Administração, 52(4), 467-478.
Strategy & Business Economics