Critical success factors for managing purchasing groups |
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| Authors: | Fredo Schotanus Jan Telgen Luitzen de Boer |
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| Institution: | 1. Infectious Diseases Unit, Department of Internal Medicine, Fondazione IRCCS Ca'' Granda Ospedale Maggiore Policlinico, University of Milan, Italy;2. The University of Queensland Centre for Clinical Research (UQCCR), Royal Brisbane and Women''s Hospital, Herston, QLD, Australia;3. Division of Infectious Diseases, University of Pittsburgh School of Medicine, Pittsburgh, PA, USA;4. Department of Pharmacy and Therapeutics, University of Pittsburgh School of Pharmacy, PA, USA;5. Infectious Diseases, Department of Diagnostics and Public Health, University of Verona, Italy;1. Department of Information Management, College of Management, National Sun Yat-sen University, Kaohsiung 80424, Taiwan;2. Department of Information Systems and Operations Management, Warrington College of Business Administration, University of Florida, Gainesville, FL 32611-7169, USA;3. Innovation and Information Management, School of Business, Faculty of Business and Economics, The University of Hong Kong, Pok Fu Lam, Hong Kong, China;4. Department of Information Management and Electronic Commerce, School of Management, Xi''an Jiaotong University, Xi''an, China;1. Department of Marketing, Norwegian Business School, 0442 Oslo, Norway;2. Department of Innovation and Economic Organisation, Norwegian Business School, 0442 Oslo, Norway |
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| Abstract: | In this article, we identify critical success factors for managing small and intensive purchasing groups by comparing successful and unsuccessful purchasing groups in a large-scale survey. The analysis of our data set suggests the following success factors: no enforced participation, sufficient total contribution of efforts, all members contribute with knowledge, continuity in member representation, communication, and fair allocation of savings. The findings suggest among other things that it is important that after a voluntary decision has been taken to cooperate, the members need to show that they are committed. Other factors such as interorganisational trust and formal structures are important when establishing interorganisational cooperation, but should otherwise be considered as necessary yet not sufficient in the management phase of a successful purchasing group. |
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