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Knowing the price of everything? Exploring the impact of increased procurement professional involvement on management consultancy purchasing
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Lonsdale, Chris, Hoque, Kim, Kirkpatrick, I. and Sanderson, J. (2017) Knowing the price of everything? Exploring the impact of increased procurement professional involvement on management consultancy purchasing. Industrial Marketing Management, 65 . pp. 157-167. doi:10.1016/j.indmarman.2017.04.001 ISSN 0019-8501.
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Official URL: https://doi.org/10.1016/j.indmarman.2017.04.001
Abstract
Much of the estimated $554 billion annual expenditure on management consultancy services is accounted for by projects with a direct link to client profitability. As such, it is critical for clients (and arguably the wider economy) that the purchase process for such services is managed effectively. For many within the management consultancy literature, this requires close, bilateral buy-side service end-user / supplier engagement. In recent years, however, this bilateral engagement has been modified by a significant increase in procurement professional involvement. This has caused concern within the management consultancy literature as it is believed it will inevitably lead to a cost-focused approach that disrupts close end-user / supplier engagement and causes sub-standard service outcomes. In this paper, we explore, via qualitative research, whether this concern is justified. In the event, the analysis suggested partial justification. However, examples of positive procurement involvement were also reported, suggesting that existing models and assumptions within the management consultancy literature regarding the impact of increased procurement involvement require modification.
Item Type: | Journal Article | ||||||||
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Subjects: | H Social Sciences > HD Industries. Land use. Labor > HD61 Risk Management | ||||||||
Divisions: | Faculty of Social Sciences > Warwick Business School | ||||||||
Library of Congress Subject Headings (LCSH): | Business consultants., Consulting firms -- Management., Business planning., Purchasing., Industrial procurement., Management. | ||||||||
Journal or Publication Title: | Industrial Marketing Management | ||||||||
Publisher: | Elsevier Inc. | ||||||||
ISSN: | 0019-8501 | ||||||||
Official Date: | August 2017 | ||||||||
Dates: |
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Volume: | 65 | ||||||||
Page Range: | pp. 157-167 | ||||||||
DOI: | 10.1016/j.indmarman.2017.04.001 | ||||||||
Status: | Peer Reviewed | ||||||||
Publication Status: | Published | ||||||||
Access rights to Published version: | Restricted or Subscription Access | ||||||||
Date of first compliant deposit: | 20 April 2017 | ||||||||
Date of first compliant Open Access: | 9 May 2019 |
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