A Holistic model of competitive advantage: integrating the IMP perspective

Daniel Prior, Francis Buttle

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Linking aspects of relationships with some measure of competitive advantage has become a growing topic of interest for marketing and strategy scholars. Studies in this area have focussed on trust, commitment, mutual goals, power, social bonding, transaction costs, information exchange, idiosyncratic investment and governance, each of which have been shown to influence the incidence of relationship-based competitive advantage (Morgan and Hunt, 1999). However, only two authors have attempted to conceptualise relationship-based competitive advantage in a holistic sense (Jap, 1999, 2001; Wilson, 1995). We present a new model that integrates the IMP (Industrial Marketing and Purchasing) group’s perspective on business-to-business (B2B) relationships into current thinking on relationship-based competitive advantage.
Original languageEnglish
Title of host publicationANZMAC 2006 Abstracts & programme
Subtitle of host publicationBrisbane, Queensland 4-6 December 2006 : advancing theory, maintaining relevance
EditorsYunus Ali, Maria van Dessel
Place of PublicationBrisbane, Qld.
PublisherQueensland University of Technology
Number of pages10
ISBN (Print)1741071593
Publication statusPublished - 2006
EventAustralian and New Zealand Marketing Academy Conference (2006) - Brisbane
Duration: 4 Dec 20066 Dec 2006


ConferenceAustralian and New Zealand Marketing Academy Conference (2006)


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