The challenges of creating sustainable competitive advantage in large B2B multidivisional corporations

Isis Cassia Vannucci de Oliveira Koelle, Cristiane de Paula Bueno, Daniel Estima de Carvalho, Leandro Fraga Guimaraes

Abstract


It addresses the challenges that large multi-divisional B2B corporations face each day to take advantage of their corporate strategy and ensure sustainable competitive advantages. The synergies and interrelations that would give them such a position are not always simple to be achieved or even perceived by customers. The chosen approach was focused on B2B companies, because processes and communication tend to be more truncated, as they are usually more technical in the way of doing business. This can make the challenges of interrelation and synergy even greater.


Keywords


Strategy; Sustainable Competitive Advantage; B2B; Multi-divisional; Horizontal Strategy

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DOI: https://doi.org/10.5902/1983465941497


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Revista de Administração da UFSM. Brazilian Journal of Management

Universidade Federal de Santa Maria, Santa Maria, Rio Grande do Sul, Brasil, eISSN 1983-4659