Articles

Interest Alignment and Competitive Advantage

O. GOTTSCHALG, M. Zollo

Academy of Management Review

April 2007, vol. 32, n°2, pp.418-437

Departments: Strategy & Business Policy, GREGHEC (CNRS)


This paper articulates a theory of the conditions under which the alignment betweenindividual and collective interests generates sustainable competitive advantage. Thetheory is based on the influence of tacitness, context specificity, and causal ambiguityin the determinants of different types of motivation (extrinsic, normative intrinsic, andhedonic instinsic) under varying conditions of environmental dynamism. The analysisindicates the need to consider motivational processes as a complement to currentresource- and competence-based approaches in a comprehensive theory of competitiveadvantageCompetitive Advantage, Interest Alignment, Motivation, Buyouts


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