A Holistic model of competitive advantage: integrating the IMP perspective

Daniel Prior; Francis Buttle

A Holistic model of competitive advantage: integrating the IMP perspective

Daniel Prior, Francis Buttle

Research output: Chapter in Book/Report/Conference proceeding › Conference proceeding contribution › peer-review

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Abstract

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 language	English
Title of host publication	ANZMAC 2006 Abstracts & programme
Subtitle of host publication	Brisbane, Queensland 4-6 December 2006 : advancing theory, maintaining relevance
Editors	Yunus Ali, Maria van Dessel
Place of Publication	Brisbane, Qld.
Publisher	Queensland University of Technology
Pages	1-10
Number of pages	10
ISBN (Print)	1741071593
Publication status	Published - 2006
Event	Australian and New Zealand Marketing Academy Conference (2006) - Brisbane Duration: 4 Dec 2006 → 6 Dec 2006

Conference

Conference	Australian and New Zealand Marketing Academy Conference (2006)
City	Brisbane
Period	4/12/06 → 6/12/06

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Cite this

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title = "A Holistic model of competitive advantage: integrating the IMP perspective",

abstract = "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{\textquoteright}s perspective on business-to-business (B2B) relationships into current thinking on relationship-based competitive advantage.",

author = "Daniel Prior and Francis Buttle",

year = "2006",

language = "English",

isbn = "1741071593",

pages = "1--10",

editor = "Yunus Ali and {van Dessel}, Maria",

booktitle = "ANZMAC 2006 Abstracts & programme",

publisher = "Queensland University of Technology",

address = "Australia",

note = "Australian and New Zealand Marketing Academy Conference (2006) ; Conference date: 04-12-2006 Through 06-12-2006",

}

Prior, D & Buttle, F 2006, A Holistic model of competitive advantage: integrating the IMP perspective. in Y Ali & M van Dessel (eds), ANZMAC 2006 Abstracts & programme: Brisbane, Queensland 4-6 December 2006 : advancing theory, maintaining relevance. Queensland University of Technology, Brisbane, Qld., pp. 1-10, Australian and New Zealand Marketing Academy Conference (2006), Brisbane, 4/12/06.

A Holistic model of competitive advantage : integrating the IMP perspective. / Prior, Daniel; Buttle, Francis.

ANZMAC 2006 Abstracts & programme: Brisbane, Queensland 4-6 December 2006 : advancing theory, maintaining relevance. ed. / Yunus Ali; Maria van Dessel. Brisbane, Qld. : Queensland University of Technology, 2006. p. 1-10.

Research output: Chapter in Book/Report/Conference proceeding › Conference proceeding contribution › peer-review

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T2 - Australian and New Zealand Marketing Academy Conference (2006)

AU - Prior, Daniel

AU - Buttle, Francis

PY - 2006

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N2 - 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.

AB - 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.

M3 - Conference proceeding contribution

SN - 1741071593

SP - 1

EP - 10

BT - ANZMAC 2006 Abstracts & programme

A2 - Ali, Yunus

A2 - van Dessel, Maria

PB - Queensland University of Technology

CY - Brisbane, Qld.

Y2 - 4 December 2006 through 6 December 2006

ER -

A Holistic model of competitive advantage: integrating the IMP perspective

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