Abstract:
What is the co-relation between the characteristics of two firms that form a relationship
with each other, especially successful relations? Surprisingly there is little we know
about the answers to this question. This paper reviews previous literature on the
assortative mating among people and animals and the theory of sexual selection that
underlies it. We then apply this theory to business relation formation and present the
results of an analysis of the co-relation of firm characteristics of those involved in
customer-supplier relations using the IMP2 European data base. Finally, future research
opportunities are considered regarding this novel and exciting area of research.
