European Business Schools Librarian's Group

Les Cahiers de Recherche,
HEC Paris

No 823: Interest alignment and competitive advantage

Oliver Gottschalg () and Mauricio Zollo ()

Abstract: This paper articulates a theory of the conditions under which the alignment between individual and collective interests generates sustainable competitive advantage. The theory is based on the influence of tacitness, context-specificity and casual ambiguity in the determinants of different types of motivation (extrinsic, normative intrinsic and hedonic intrinsic), under varying conditions of environmental dynamism. The analysis indicates the need to consider mitivational processes as a complement to current resource and competence-based approaches in a comprehensive theory of competitive advantage.

Keywords: interest alignment; competitive advantage

JEL-codes: L10; L14; L21

45 pages, March 30, 2006

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