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The buying network in international project business: a comparative case study of development projects
Swedish School of Economics and Business Administration, Finland.ORCID iD: 0000-0001-5182-5203
University of New South Wales, Australia.
2007 (English)In: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 36, no 2, p. 147-157Article in journal (Refereed) Published
Sustainable development
SDG 1: End poverty in all its forms everywhere, SDG 2: End hunger, achieve food security and improved nutrition, and promote sustainable agriculture, SDG 8: Promote sustained, inclusive and sustainable economic growth, full and productive employment and decent work for all, SDG 9: Build resilient infrastructure, promote inclusive and sustainable industrialization, and foster innovation
Abstract [en]

While previous research has found project buying to be distinct from other buying situations, in that it typically involves a multi-organizational network, to date there has been very little empirical research on this phenomenon. Our aim in this paper is therefore to investigate the structure and decision-making processes of the project buying network during the project cycle and its interactions with project sellers. We first develop a preliminary conceptual framework for analyzing the project buying network, which is then applied to a comparative case study of three development projects. The findings from the case study allow us to propose a revised conceptual framework for analyzing the dynamics of the project buying network during the project cycle, as well as interaction with sellers. Our findings also contribute an understanding of development projects, in particular the role of financiers.

Place, publisher, year, edition, pages
Elsevier, 2007. Vol. 36, no 2, p. 147-157
Keywords [en]
International project business, Project marketing, Project buying, Buying network, Developing countries
National Category
Economics and Business
Research subject
Economy, Marketing
Identifiers
URN: urn:nbn:se:lnu:diva-51816DOI: 10.1016/j.indmarman.2006.08.003OAI: oai:DiVA.org:lnu-51816DiVA, id: diva2:916065
Available from: 2016-03-31 Created: 2016-03-31 Last updated: 2021-08-02Bibliographically approved

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Owusu, Richard A.

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CiteExportLink to record
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Citation style
  • apa
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf