Dyadic capabilities in implementing performance-based public procurement

IF 3.6 4区 管理学 Q2 BUSINESS
Kati Loijas, Aki Jääskeläinen, Elina Karttunen
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引用次数: 0

Abstract

Purpose

This study aims to provide new understanding on operational and dynamic capabilities supportive to the implementation of performance-based public procurement by focusing on dyadic capabilities of a supplier and a buyer.

Design/methodology/approach

The study is based on the qualitative analysis of 20 interviews with informants representing Finnish public organizations and their private sector suppliers. The analysis is aligned with a theoretical framework connecting the phases of procurement and the capability types studied.

Findings

The findings of the study present the role of operational and dynamic capabilities of a buyer and a supplier in the implementation of performance-based procurement at public procurement phases. Preprocurement phase is found to greatly benefit from all three dynamic capabilities, while operational capabilities suffice in the contracting phase.

Social implications

Increased understanding on capabilities needed in performance-based procurement can increase the chances of success in reaching better value for money of public services and developing supplier markets.

Originality/value

The study contributes to the literature on performance-based public procurement and value-based selling by taking a dyadic approach to the operational and dynamic capabilities needed in business with an emphasis on performance. As the focus in public procurement shifts increasingly from resources to performance, involving a joint effort between buyer and supplier, the study provides insights into role of dyadic capabilities and explains how dynamic and operational capabilities together support the phases of performance-based procurement implementation in the public sector.

实施基于绩效的公共采购的多元能力
目的本研究旨在通过关注供应商和买方的二元能力,为支持实施基于绩效的公共采购的运营和动态能力提供新的理解。研究结果研究结果表明了买方和供应商的运营能力和动态能力在公共采购阶段实施基于绩效的采购中的作用。社会影响增加对基于绩效的采购所需的能力的了解,可以增加公共服务实现更高性价比和开发供应商市场的成功几率。原创性/价值本研究对基于绩效的公共采购和基于价值的销售方面的文献做出了贡献,它采用了以绩效为重点的二元方法来研究企业所需的运营和动态能力。随着公共采购的重点越来越多地从资源转向绩效,涉及到买方和供应商之间的共同努力,本研究提供了对二元能力作用的见解,并解释了动态能力和运营能力如何共同支持公共部门基于绩效的采购实施阶段。
本文章由计算机程序翻译,如有差异,请以英文原文为准。
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来源期刊
CiteScore
6.60
自引率
25.80%
发文量
143
期刊介绍: The Journal of Business & Industrial Marketing (JBIM) publishes research on new ideas concerning business-to-business marketing, that is, how one company or organization markets its goods/services/ideas to another company or organization. It is a valuable source for academics, directors and executives of marketing, providing them with new, fresh insights which are applicable within real life settings. JBIM''s emphasis on insistence of proof is one of the cornerstones of its success and its reputation. Contributors to the journal must not only present new theories or ideas, but also back them up with research. In the process, many myths are exploded, philosophies reinvented and the scene set for topical debate on critical issues in B2B marketing. The B2B landscape evolves and so does the research that explores the emerging features and properties of B2B markets. From 2019 the journal hosts the IMP Forum that invites research advancing the boundaries of B2B marketing. Prior research has evidenced that interactivity and interdependences characterize interorganizational business relationships. The Forum aims to bring out research that explores interactivity and interdependences in business relationships and their implications for marketing management, business development and for society at large. Coverage: -Competition and cooperation- Networks in business markets- Buyer behaviour – purchasing and supply management- Managing product offerings- New product development and innovation- Networks in business markets- Distribution and routes to market- Market and customer communication - Customer relationship management- Sales and key account management- Organizing for global markets -
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