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.
|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|
|Number of pages||10|
|Publication status||Published - 2006|
|Event||Australian and New Zealand Marketing Academy Conference (2006) - Brisbane|
Duration: 4 Dec 2006 → 6 Dec 2006
|Conference||Australian and New Zealand Marketing Academy Conference (2006)|
|Period||4/12/06 → 6/12/06|
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 (pp. 1-10). Brisbane, Qld.: Queensland University of Technology.