This study explores the construct of interorganizational similarity in business
orientation between manufacturers and distributors. Drawing on Social Identity
Theory, the authors develop hypotheses concerning the outcomes of similarity on the
relationship. In particular, they argue that relationship effectiveness for the
manufacturer is positively affected by similarity in business orientation through the
mediating construct of cooperation. An empirical study of more than 200 business
relationships provides support for the theoretical reasoning.
Dieser Eintrag ist Teil der Universitätsbibliographie.
Das Dokument wird vom Publikationsserver der Universitätsbibliothek Mannheim bereitgestellt.
Search Authors in
