Opposites Attract, but Similarity Works: A Study of Interorganizational Similarity in Marketing Channels

Journal of Business-to-Business Marketing

Volumn 10, Issue 1, 2002, Pages 31-54

  Homburg, Christian ^a,b   Schneider, Janna ^b   Fassnacht, Martin ^c  

^a Marketing Department ^*  (United States)

^b UNIVERSITY OF MANNHEIM   (Germany)

^c UNIVERSITY OF PADERBORN   (Germany)

Author keywords

Effectiveness; Marketing channels; Relationships; Similarity

Indexed keywords

EID: 84973307420     PISSN: 1051712X     EISSN: 15470628     Source Type: Journal    
DOI: 10.1300/J033v10n01_02     Document Type: Article

References (82)

1. Achrol, Ravi S. (1992), –The Dimensions of Marketing Channel Environments,— in Gary L. Frazier (ed), Advances in Distribution Channel Research, Vol. 1, Greenwich: JAI Press.
2. Achrol, Ravi S., Lisa K. Scheer, and Louis W. Stern (1990), –Designing Successful Transorganizational Marketing Alliances,— Report No. 90-118, Marketing Science Institute, Cambridge.
3. Anderson, Erin, Leonard L. Lodish, and Barton A. Weitz (1987), –Resource Allocation Behavior in Conventional Channels,— Journal of Marketing Research, 24 (February), 85-97.
4. Anderson, Erin, Leonard L. Lodish, and Barton A. Weitz and Barton A. Weitz (1989), –Determinants of Continuity in Conventional Industrial Channel Dyads,— Marketing Science, 8, 4, 310-323.
5. Anderson, James C. and James A. Narus (1984), –A Model of the Distributor's Perspective of Distributor-Manufacturer Working Relationships,— Journal of Marketing, 48 (Fall), 62-74.
6. Anderson, James C. and James A. Narus (1990), –A Model of Distributor Firm and Manufacturer Firm Working Partnerships,— Journal of Marketing, 54 (January), 42-58.
7. Argyle, Michael (1991), Cooperation: The Basis of Sociability, London: Routledge.
8. Armstrong, J. Scott and Terry Overton (1977), –Estimating Nonresponse Bias in Mail Surveys,— Journal of Marketing Research, 14 (August), 396-402.
9. Bagozzi, Richard P. and Youjae Yi (1988), –On the Evaluation of Structural Equation Models,— Journal of the Academy of Marketing Science, 16 (Spring), 74-94.
10. Baron, James N. and Jeffrey Pfeffer (1984), –The Social Psychology of Organization and Inequality,— Social Psychology Quarterly, 57 (September), 190-209.
11. Bass, Bernard M. and George Duntemann (1963), –Biases in the Evaluation of One's Own Group, Its Allies, and Opponents,— Journal of Conflict Resolution, 7, 1, 16-20.
12. Baumgartner, Hans and Christian Homburg (1996), –Applications of Structural Equation Modeling in Marketing and Consumer Research: A Review,— International Journal of Research in Marketing, 13, 139-161.
13. Berscheid, Ellen and Elaine H. Walster (1978), Interpersonal Attraction, Reading.
14. Bisby, Adam (1998), –IBM Unifies its Partners,— Computer Dealer News, March 9, 14, 9, 1-2.
15. Brewer, Marilynn B. (1979), –In-Group Bias in the Minimal Intergroup Situation: A Cognitive-Motivational Analysis,— Psychological Bulletin, 86, 2, 307-324.
16. Browne, Michael W. and Robert Cudeck (1993), –Alternative Ways of Assessing Model Fit,— in Bollen, Kenneth and J. Scott Long (eds), Testing Structural Equation Models, Newbury Park, 136-162.
17. Bucklin, Louis P. and Sanjit Sengupta (1993), –Organizing Successful Co-Marketing Alliances,— Journal of Marketing, 57 (April), 32-46.
18. Burt, R. S. and R. E. Reagans (1997), –Homophily, Legitimacy, and Competition: Bias in Manager Peer Evaluations,— Chicago Management Council.
19. Byrne, Donn (1971), The Attraction Paradigm, New York.
20. Byrne, Donn, Gerald L. Clore, and P. Worchel (1966), 'The Effect of Economic Simi-larity-Dissimilarity as Determinants of Attraction," Journal of Personality and Social Psychology, 4, 220-224.
21. Chen, Roger and David J. Boggs (1998), –Long Term Cooperation Prospects in International Joint Ventures: Perspectives of Chinese Firms,— Journal of Applied Management Studies, 7 (June), 111-116.
22. Chen, Chao C., Xiao-Ping Chen, and James R. Meindl (1989), –How Can Cooperation be Fostered— The Cultural Effects of Individualism-Collectivism," Academy of Management Review, 23, 2, 285-304.
23. Cheng, Joseph L. C. (1983), –Interdependence and Coordination in Organizations: A Role-System Analysis,— Academy of Management Journal, 26 (March), 156-162.
24. Churchill, Gilbert A., Robert H. Collins, and William A. Strang (1975), –Should Retail Salespersons be Similar to Their Customers,— Journal of Retailing, 51 (Fall), 29-42.
25. Churchill, Gilbert A., Robert H. Collins, and William A. Strang, Neil M. Ford, Steven W. Hartley, and Orville C. Walker. (1985), –The Determinants of Salesperson Performance: A Meta-Analysis,— Journal of Marketing Research, 22 (May), 103-118.
26. Cool, Karel and James Henderson (1998), –Power and Firm Profitability in Supply Chains: French Manufacturing Industry in 1993,— Strategic Management Journal. 19, 10, 909-926.
27. Crosby, Lawrence A., Kenneth R. Evans, and Deborah Cowles (1990), –Relationship Quality in Services Selling: An Interpersonal Influence Perspective,— Journal of Marketing, 54 (July), 68-81.
28. Dahl, Robert A. (1957), 'The Concept of Power," Behavioral Science, 2 (July), 201-215.
29. Ding, Daniel Z. (1997), –Control, Conflict, and Performance: A Study of U.S.-Chinese Joint Ventures,— Journal of International Marketing, 5, 3, 31-46.
30. Doney, Patricia M. and Joseph P. Cannon (1997), –An Examination of the Nature of Trust in Buyer-Seller Relationships,— Journal of Marketing, 61 (April), 35-51.
31. Dustin, David S. and Henry P. Davis (1970), –Evaluative Bias in Group and Individual Competition,— Journal of Social Psychology, 80, 103-108.
32. Dwyer, F. Robert and Sejo Oh (1987), –Output Sector Munificence Effects on the Internal Political Economy of Marketing Channels,— Journal of Marketing Research, 24 (November), 347-358.
33. Dwyer, F. Robert and Sejo O (1988), –A Transaction Cost Perspective on Vertical Contractual Structure and Interchannel Competitive Strategies,— Journal of Marketing, 52 (April), 21-34.
34. Dwyer, F. Robert and Sejo O, Paul H. Schurr, and Sejo Oh (1987), –Developing Buyer-Seller-Relationships,— Journal of Marketing, 51 (April), 11-28.
35. Dwyer, Sean, Orlando Richard, and C. David Shepherd (1998), –An Exploratory Study of Gender and Age Matching in the Salesperson-Prospective Customer Dyad: Testing Similarity-Performance Predictions,— Journal of Personal Selling & Sales Management, 18 (November), 55-69.
36. Eisenhardt, Kathleen M. (1989), –Agency Theory: An Assessment and Review,— Academy of Management Review, 14, 1, 57-74.
37. Emerson, Richard (1962), –Power Dependence Relations,— American Sociological Review, 27 (February), 31-41.
38. Evans, Franklin B. (1963), –Selling as a Dyadic Relationship-A New Approach,— American Behavioral Scientist, 6 (May), 216.
39. Fornell, Claes and David Larcker (1981), –Evaluating Structural Equation Models with Unobservable Variables and Measurement Error,— Journal of Marketing Research, 18 (February), 39-50.
40. Frazier, Gary L. (1983), –On the Measurement of Interfirm Power in Channels of Distribution,— Journal of Marketing Research, 20 (May), 158-166.
41. Frazier, Gary L, Robert E. Spekman, and C. R. O'Neal (1988), –Just-in-time Relationship Styles Between Distributors and Suppliers,— Journal of Marketing Channels, 2, 4, 1-29.
42. French, John R. P. and Bertram Raven (1959), –The Bases of Social Power,— in D. Cartwright (ed), Studies in Social Power, Ann Arbor, 612-613.
43. Gadel, M. S. (1964), –Concentration by Salesmen on Congenial Prospects,— Journal of Marketing, 28 (April), 64-66.
44. Ganesan, Shankar (1994), –Determinants of Long-Term Orientation in Buyer-Seller Relationships,— Journal of Marketing, 58 (April), 1-19.
45. Gaski, John F. and John R. Nevin (1985), –The Differential Effects of Exercised and Unexercised Power Sources in a Marketing Channel,— Journal of Marketing Research, 22 (May), 130-142.
46. Gerbing, David and James Anderson (1988), –An Updated Paradigm for Scale Development Incorporating Unidimensionality and its Assessment,— Journal of Marketing Research, 25 (May), 186-192.
47. Hakansson, Hakan (1982), International Marketing and Purchasing of Industrial Goods: An Interaction Approach, Chichester.
48. Heide, John B. (1994), –Interorganizational Governance in Marketing Channels,— Journal of Marketing, 58 (January), 71-85.
49. Ibarra, Herminia (1992), –Homophily and Differential Returns: Sex Differences in Network Structure and Access in an Advertising Firm,— Administrative Science Quarterly, 37 (September), 422-447.
50. Johnson, David W. and Stephen Johnson (1972), 'The Effects of Attitude Similarity, Expectations of Goal Facilitation, and Actual Goal Facilitation on Interpersonal Attraction," Journal of Experimental Social Psychology, 8, 3, 197-206.
51. Jøreskog, Karl and Dag Sørbom (1993), LISREL 8: A Guide to the Program and Applications, Chicago.
52. Kalwani, Manohar U. and Narakesari Narayandas (1995), –Long-term Manufacturer-Supplier Relationships: Do They Pay,— Journal of Marketing, 59 (January), 1-16.
53. Linville, P. and E. Jones (1980), –Polarized Appraisals of Outgroup Members,— Journal of Personality and Social Psychology, 38, 689-703.
54. Lorange, Peter and Johan Ross (1991), Strategic Alliances, Formation, Implementation and Evolution, Cambridge.
55. Lucas, George J., and Garry L. Gresham (1985), –Power, Conflict, Control, and the Application of Contingency Theory in Marketing Channels,— Journal of the Academy of Marketing Science, 13 (Summer), 25-38.
56. McDonald, Frank (1999), –The Importance of Power in Partnership Relationships,— Journal of General Management, 25 (Autumn), 43-59.
57. McPherson, J. Miller and Lynn Smith-Lovin (1987), –Homophily in Voluntary Organizations: Status Difference in the Composition of Face-to-Face Groups,— American Sociological Review, 52 (June), 370-379.
58. Mehra, Ajay, Martin Kilduff, and Daniel Brass (1998), –At the Margins: A Distinctiveness Approach to the Social Identity and Social Networks of Underrepresented Groups,— Academy of Management Journal, 41, 4, 441-452.
59. Mohr, Jakki and Robert Spekman (1994), –Characteristics of Partnership Attributes, Communication Behavior, and Conflict Resolution Techniques,— Strategic Management Journal, 15, 135-152.
60. Moorman, Christine, Rohit Deshpande, and Gerald Zaltman (1993), –Factors Affecting Trust in Market Research Relationships,— Journal of Marketing, 57 (January), 81-112.
61. Moorman, Christine, Gerald Zaltman, and Rohit Deshpande (1992), –Relationships Between Providers and Users of Market Research,— Journal of Marketing Research, 29 (August), 314-339.
62. Morgan, Robert M. and Shelby D. Hunt (1994), –The Commitment-Trust Theory of Relationship Marketing,— Journal of Marketing, 58 (July), 20-38.
63. Nielson, Charles C. (1997), –An Empirical Examination of the Role of 'Closeness' in Industrial Buyer-Seller Relationships,— Working Paper, Thunderbird American Graduate School of International Management, Glendale, Arizona.
64. Noordewier, Thomas G., George John, and John R. Nevin (1990), –Performance Outcomes of Purchasing Arrangements in Industrial Buyer-Vendor Relationships,— Journal of Marketing, 54 (October), 80-93.
65. Nunnally, Jum (1978), Psychometric Theory, 2nd edition, New York.
66. Rosenbloom, Bert (1995), Marketing Channel 's A Management View, 5th edition, Fort Worth.
67. Sethuraman, Rajagopalan, James C. Anderson, and James A. Narus (1988), –Partnerships Advantage and its Determinants in Distributor and Manufacturer Working Relationships,— Journal of Business Research, 17, 327-347.
68. Sherif, Muzafer (1966), Group Conflict and Co-operation: Their Social Psychology, London.
69. Skinner Steven, J., Jule B. Gassenheimer, and Scott Kelley (1992), –Cooperation in Supplier-Dealer Relations,— Journal of Retailing, 68 (Summer), 174-194.
70. Smith, J. Brock (1998), –Buyer-Seller Relationships: Similarity, Relationship Management, and Quality,— Psychology and Marketing, 15 (January), 3-21.
71. Smith, J. Brock and Donald W. Barclay (1997), –The Effects of Organizational Differences and Trust on the Effectiveness of Selling Partner Relationships,— Journal of Marketing, 61 (January), 3-21.
72. Smith, J. Brock and Donald W. Barclay (1999), –Selling Partner Relationships: The Role of Interdependence and Relative Influence,— Journal of Personal Selling & Sales Management, 14, 4 (Fall), 21-40.
73. Spekman, Robert E. and Louis W. Stern (1979), –Environmental Uncertainty and Buying Group Structure: An Empirical Investigation,— Journal of Marketing, 43 (Spring), 56-64.
74. Stern, Louis W. and Torger Reve (1980), –Distribution Channels as Political Economies: A Framework for Comparative Analysis,— Journal of Marketing, 44 (Summer), 52-64.
75. Tajfel, Henri (1982), Social Identity and Inter group Relations, New York.
76. Tajfel, Henri and John C. Turner (1986), 'The Social Identity Theory of Intergroup Behavior," in: Worchel, S. and W.G. Austin (eds), Psychology of Inter group Relations, Chicago, 7-24.
77. Tan, Alexis S. (1981), Mass Communication Theories and Research, Columbus.
78. Taylor, Donald M. and Fathali M. Moghaddam (1994), Theories of Inter group Relations: International Social Psychological Perspectives, Westport.
79. Van de Ven, Andrew H., A. L. Delbecq, and R. Koenig (1976), –Determinants of Coordination Modes Within Organizations,— American Sociological Rerview, 41, 322-338.
80. Walker, O. C., (1972), 'The Effects of Learning on Bargaining Behavior," in Combined Proceedings, F. C. Allvine (ed), American Marketing Association, Chicago, 194-199.
81. Whipple, Judith S., Robert Frankel, and David J. Frayer (1996), –Logistical Alliance Formation Motives: Similarities and Differences Within the Channel,— Journal of Marketing Theory and Practice, 4, 2, 26-36.
82. Wilkinson, Ian F. (1974), –Researching the Distribution Channel for Consumer and Industrial Goods: The Power Dimension,— Journal of the Market Research Society, 16, 1, 12-32.