Keränen, O. (2017) Dynamics of the transition process towards partnership thinking in centralized public procurement. Industrial Marketing Management, 65, 86-99. doi:10.1016/j.indmarman.2017.05.001
Dynamics of the transition process towards partnership thinking in centralized public procurement
1University of Oulu, Oulu Business School, P.O. BOX 4600, FI - 90014, Finland
|Online Access:||PDF Full Text (PDF, 0.5 MB)|
|Persistent link:|| http://urn.fi/urn:nbn:fi-fe2019041512356
|Publish Date:|| 2020-06-03
This research paper seeks to increase the knowledge of the transition process from transactional arm’s length tendering towards partnership thinking in centralized public procurement. In centralized public procurement, the professional public purchaser forms a triadic partnership relationship with the public unit managing the procurement implementation and the private organization. A triadic partnership relationship in a home nursing procurement setting is investigated to further the understanding of the relationship dynamics related to the transitioning of public and private actors towards partnership thinking. The research shows how transactional procurement logic hinders the transition to partnering by establishing challenges for initiating and nurturing public–private partnerships (PPPs) and how partnership thinking changes this procurement logic. It illustrates the transactional procurement logic of single actor and the logic underlying the relationship of two actors to engender and intensify the problems of triad in the centralized public procurement process and vice versa; that is, a shared understanding from jointly agreed procurement goals between two actors is identified as promoting triadic partnering. Managerial implications are given for those public and private organizations engaging in PPPs and seeking to understand the ways of managing them in the context of centralized public procurement, particularly during the transition towards partnership thinking.
Industrial marketing management
|Pages:||86 - 99|
|Type of Publication:||
A1 Journal article – refereed
|Field of Science:||
512 Business and management
The research is part of the BRIIF research project funded by Smart Procurement Programme of Finnish Funding Agency for Innovation (TEKES) whose financial support is gratefully acknowledged.
© 2017 Elsevier Inc. This manuscript version is made available under the CC-BY-NC-ND 4.0 license http://creativecommons.org/licenses/by-nc-nd/4.0/.