Success factors for managing purchasing groups: an empirical survey


Schotanus, Fredo and Telgen, Jan and Boer, Luitzen de (2008) Success factors for managing purchasing groups: an empirical survey. In: 17th Annual IPSERA Conference, 9 - 12 March 2008, Perth, Australia.

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Abstract:In this article, we identify success factors for managing small and intensive purchasing groups by comparing
successful and unsuccessful Dutch purchasing groups in a large-scale survey. Transaction costs economics and
social exchange theory are used as theoretical frameworks for our broad empirical investigation. We found that the
success factors studied that are related to interorganizational trust, the formality of the group, and uniformity of the
group members are not success factors for managing purchasing groups. For our data set, the most important
success factors are no enforced participation, sufficient total contribution of efforts, all members contribute
knowledge, all members rarely change representatives, fair allocation of savings, and communication. We discuss
the academic and practical implications of the success factors found
Item Type:Conference or Workshop Item
Management and Governance (SMG)
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