home  /  library  /  geographic-distance-in-target-selection
Articles & papers

The Persistent Effect of Geographic Distance in Acquisition Target Selection

Abhirup Chakrabarti and Will Mitchell · 2013 · Organization Science, vol. 24, no. 6, pp. 1805-1826

Sourcing & targetsStrategy & readinessBuyers building a target list and wondering why it looks the way it does
Why it is on the shelf. Sourcing is the stage where an owner’s own habits do the most invisible damage, and this is the rare study that measures one of them. Examining 2,070 domestic acquisition announcements by United States chemical manufacturers founded after 1979, the authors show that distance persistently shapes which companies a firm ends up buying, because search itself gets harder as distance grows.

The Institute's reading

The mechanism is information, not preference. Searching further away demands more information processing, so firms see nearby opportunities more easily and more completely, and the target list quietly reflects the shape of the search rather than the shape of the opportunity. The finding survives in a setting where the resources being sought are genuinely distributed across the map, which is what makes it a bias rather than sensible localism.

The constructive half is that the effect is not fixed. The authors find firms partially overcome distance through direct experience, contextual knowledge and vicarious learning from others. For an owner this argues for buying the missing information deliberately: an advisor with reach into a region you do not know, or paid data, or simply the discipline of writing the thesis before the list rather than after it. A list assembled from who you happen to have met is a map of your network, not of the market.

Key propositions

  • The difficulty of organizational search increases with geographic distance, particularly where search requires more information processing.
  • Distance therefore exerts a persistent effect on which companies a firm selects as acquisition targets.
  • Firms partially overcome the constraints of distance through direct, contextual and vicarious learning.

In practice

  • Write the acquisition thesis before building the target list, so that the list can be tested against criteria rather than against familiarity.
  • If your list clusters near home without a stated reason, treat that as a finding about your search rather than about the market.

Where authorities disagree

Proximity is not always a bias worth correcting. For a buyer whose thesis depends on shared logistics, an overlapping workforce or personal oversight, a local target genuinely is worth more, and the Institute would not argue otherwise. The point is to know which of the two you are doing, since the study shows the drift happens whether or not there is a reason for it.

Acquisition Conciergeorientation · not legal, tax or valuation advice
Happy to dig into it. What would you like to pressure-test from The Persistent Effect of Geographic Distance in Acquisition Target Selection: one of its propositions, how it applies to your situation, or where it disagrees with the rest of the shelf?