ABSTRACT
The stakeholders described in this chapter are the acquired party's (the target's) customers. The chapter takes their perspective in business-to-business settings and focuses on why they may decide to dissolve their business relationships with the target following the acquisition, that is, in the post-acquisition phase. Dissolution refers here to the customer's active choice to terminate its relationship with the acquired party. The risk of dissolution is important to consider, because customers would affect the value of an acquired party, and because, as described in this chapter, the acquirer may affect the degree of customer losses by resisting integration in customer interfaces (such as product and sales staff integration).
