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URL:
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https://ub-madoc.bib.uni-mannheim.de/42507
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URN:
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urn:nbn:de:bsz:180-madoc-425078
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Document Type:
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Working paper
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Year of publication:
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2002
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The title of a journal, publication series:
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Reihe: Wissenschaftliche Arbeitspapiere / Institut für Marktorientierte Unternehmensführung
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Volume:
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W055
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Place of publication:
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Mannheim
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Publishing house:
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Inst. für Marktorientierte Unternehmensführung, Univ. Mannheim
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Publication language:
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English
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Institution:
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Business School > ABWL u. Marketing I (Homburg)
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Subject:
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330 Economics
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Abstract:
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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.
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ORCID: 0000-0003-1607-5237 ; Fassnacht, Martin ; Schneider, Janna
(2002)
Opposites attract, but Similarity works : A Study of Interorganizational Similarity in Marketing Channels.
Reihe: Wissenschaftliche Arbeitspapiere / Institut für Marktorientierte Unternehmensführung
Mannheim
W055
[Working paper]
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