We conducted 46 interviews with CEOs and CFOs who were closely involved in an initial public offering (IPO) in the Netherlands. Among other things, we find that pre-existing relationships are a primary consideration in the selection of the lead manager and other syndicate members. Pre-marketing feedback figures prominently throughout the pricing process. The width of the price range of book-built IPOs is especially driven by valuation uncertainty. There is evidence of strategic underpricing in anticipation of subsequent equity issues and because of management’s interest in satisfying new shareholders. Many interviewees believe that the lead manager’s business interests have had a strong influence on the allocation of shares. Managerial perceptions of IPO success are largely driven by how well the firm fared in terms of stock price performance, changes in media attention and visibility, and changes related to the retention and recruitment of staff.

Additional Metadata
Keywords Book building, Going public, Initial public offering, IPO process, IPO success, Lead manager, Pre-marketing, Survey, Syndicate, Valuation
JEL Corporate Finance and Governance: General (jel G30), Financing Policy; Capital and Ownership Structure (jel G32), Mergers; Acquisitions; Restructuring; Corporate Governance (jel G34)
Persistent URL dx.doi.org/10.1007/s10645-017-9302-y, hdl.handle.net/1765/100993
Journal De Economist
van den Assem, M.J, van der Sar, N.L, & Versijp, P.J.P.M. (2017). CEOs and CFOs on IPOs: The Process and Success of Going Public. De Economist, 1–30. doi:10.1007/s10645-017-9302-y