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Knowledge-based marketing and competitive advantage: developing new scales using mixed method approach

Majid Mohammad Shafiee (Department of Management, University of Isfahan, Isfahan, Iran)

Journal of Modelling in Management

ISSN: 1746-5664

Article publication date: 10 June 2021

Issue publication date: 25 November 2021




One of the most challenging issues businesses face today is seeking ways toward gaining competitive advantage (CA). Although previous research considered several aspects in this regard, the literature has largely overlooked the process of gaining CA via knowledge-based marketing (KBM) capabilities. This paper aims to conceptualize KBM, to develop a new scale for KBM and to examine how to gain CA through KBM.


Drawing from the related literature and building on the concept of KBM, this paper conducted a mixed-method approach. After reaching a pool of items using qualitative methods, this paper developed new scales and validated them. This paper developed the model by highlighting the antecedent role of KBM toward CA. In the quantitative phase, using data collected from both public/private and manufacturing/service firms, this paper classified the extracted items into five critical factors. Moreover, the relationship between KBM and CA was tested.


The results indicate that KBM construct consists of five critical capabilities, including market research, competitive intelligence, supply chain management, customer relationship management and new product development. Moreover, there is a positive and significant relationship between KBM and CA.


The traditional ways to achieve CA no longer work. Instead, success in the existing business context necessitates firms to seek CA through their knowledge capabilities. Previous research did not fully address KBM antecedents toward CA in a comprehensive model. By developing a new scale for KBM, this paper tested its relationship with CA, which has hitherto received scant attention in the field of knowledge and competition.



Mohammad Shafiee, M. (2021), "Knowledge-based marketing and competitive advantage: developing new scales using mixed method approach", Journal of Modelling in Management, Vol. 16 No. 4, pp. 1208-1229.



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