University of Oulu

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

Saved in:
Author: Keränen, Outi1
Organizations: 1University of Oulu, Oulu Business School, P.O. BOX 4600, FI - 90014, Finland
Format: article
Version: accepted version
Access: open
Online Access: PDF Full Text (PDF, 0.5 MB)
Persistent link:
Language: English
Published: Elsevier, 2017
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.

see all

Series: Industrial marketing management
ISSN: 0019-8501
ISSN-E: 1873-2062
ISSN-L: 0019-8501
Volume: 65
Pages: 86 - 99
DOI: 10.1016/J.indmarman.2017.05.001
Type of Publication: A1 Journal article – refereed
Field of Science: 512 Business and management
Funding: 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.
Copyright information: © 2017 Elsevier Inc. This manuscript version is made available under the CC-BY-NC-ND 4.0 license