Opposites attract, but similarity works: A study of interorganizational similarity in marketing channels

This study explores the construct of interorganizational similarity between manufacturers and distributors. To the best of the authors' knowledge, there is no research exploring the impact of interorganizational similarity on relationship effectiveness aspects such as the achievement of sales targets and financial outcomes. Compared with the large body of literature dealing with the beneficial effects of interpersonal similarity, this constitutes a significant gap in literature. This study aims at filling this gap.