The role of sales and acquisitions in company growth in Scotland

Hopkins, Paul and Richmond, Kenny (2014) The role of sales and acquisitions in company growth in Scotland. Fraser of Allander Economic Commentary, 38 (2). pp. 96-107. ISSN 2046-5378

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The paper presents an overview and analysis of company acquisition activity in Scotland over the period 2003-12. An acquisition remains a rare avenue for company growth, and data demonstrates that Scottish companies are less likely to acquire other companies, or be bought, than those in other comparable countries. Scottish companies are also less likely to be involved in international acquisition activity. Company motivations for pursuing acquisition as a growth model appear to relate to speed and risk and include: securing investment, accessing skills and knowledge, expanding products and services ranges, quicker entry to new markets and being able to compete for larger contracts. This research demonstrates that acquisition activity can be an important trigger for sustained growth for Scottish companies.