Abstract
The companies are seeking partnerships with its suppliers to obtain competitive advantages through long-term relationships increasing their market share, by facilitating the transaction processes, reducing risks and loss of customers. This study aimed to verify if business-to-business (B2B) relationships between suppliers and retailers result in sustainable competitive advantage in building materials at West of Santa Catarina - Brazil. Therefore, from a theoretical model that considered the dimensions of the relationship and sustainable competitive advantages, a survey with 36 retailers was conducted. The results show the economic benefits of the relationship, trust, cooperation and commitment as determinants in the B2B relationship. It is concluded that relationship provides temporary competitive advantage for the studied companies.
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