The case illustrates how Philips’ new venture integration team applies a new capability, captured in the “sales integration approach” (SIA), to organically grow its Asian Professional Lighting Entertainment activities. The capability, designed for acquisition integration, has previously helped realize substantial growth (or sales) synergies in a recent acquisition. The main challenge is to understand how to apply the SIA to realize organic (instead of acquisitive) growth (i.e., internal development). This case can be used with Philips-Indal: The Deal from Heaven? (A)

, , , , , ,
hdl.handle.net/1765/94053
RSM Case Development Centre

Based on field research; 8 pages.
Follow the 'handle' link to access the Case Study on RePub.
For EUR staff members: the Teaching Note is available on request, you can contact us at https://www.rsm.nl/cdc/contact/
For external users: follow the link to purchase the Case Study and the Teaching Note.

Erasmus Research Institute of Management

Heimeriks, K., Gunther, M., & Lelieveld, M. (2016). Lighting Up Philips' Asian Entertainment Activities (B). RSM Case Development Centre. Retrieved from http://hdl.handle.net/1765/94053