REVEALING GHOST BUSINESS-TO-BUSINESS CLIENTS THROUGH GOSH’S MODEL. A CHALLENGE FOR EU LEISURE AND ENTERTAINMENT ACTIVITIES

Maurizio Droli; Ting Fa Margherita Chang; Luca Iseppi

doi:10.17770/sie2013vol2.587

REVEALING GHOST BUSINESS-TO-BUSINESS CLIENTS THROUGH GOSH’S MODEL. A CHALLENGE FOR EU LEISURE AND ENTERTAINMENT ACTIVITIES

Maurizio Droli, Ting Fa Margherita Chang, Luca Iseppi

Abstract

The concept of intermediate market trade contacts (ITC) have been developed as transactional capital resource measured by business-to-business purchases or sales. In the framework of the resource-based view, only valuable, rare, inimitable and non-substitutable firm's resources might be considered as a source of sustained competitive advantage. Supplydriven Ghosh's model has been applied to Eurostat symmetric input-output tables of 23 EU countries. A strong and direct relationship between market horizontal multiplier for productive use and indirect ITC frequency has been found for recreational, cultural and sporting activities. Consequently, valuable and distinct hidden-client purchases could be used as a resource favoring firm development, innovation and territorial integration strategies.

Keywords

business-to-business market; competitive advantage; footholds; input-output analysis; integration; recreational; cultural and sporting activities; resource-based theory; trade contacts

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DOI: https://doi.org/10.17770/sie2013vol2.587

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SOCIETY. INTEGRATION. EDUCATION. Proceedings of the International Scientific Conference

REVEALING GHOST BUSINESS-TO-BUSINESS CLIENTS THROUGH GOSH’S MODEL. A CHALLENGE FOR EU LEISURE AND ENTERTAINMENT ACTIVITIES

Abstract

Keywords

Full Text:

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