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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, 147-157 p.Article in journal (Refereed) Published
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, 147-157 p.
Keyword [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: diva2:916065
Available from: 2016-03-31 Created: 2016-03-31 Last updated: 2016-04-04Bibliographically approved

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CiteExportLink to record
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Cite
Citation style
  • apa
  • harvard1
  • 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
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  • text
  • asciidoc
  • rtf