Maurizio Droli, Ting Fa Margherita Chang, Luca Iseppi


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.


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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