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
Faculty of Behavioural, Management and Social sciences (BMS)
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