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Enabling the best possible match for Infrastructure and Construction Tenders – A case study for two semi-public organisations in the Netherlands : Analysing antecedents of a potential Preferred Customer Status for two case companies in a Public Procurement context

Peuscher, D.W. (2018) Enabling the best possible match for Infrastructure and Construction Tenders – A case study for two semi-public organisations in the Netherlands : Analysing antecedents of a potential Preferred Customer Status for two case companies in a Public Procurement context.

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Abstract:This thesis seeks to identify antecedents used by suppliers in their consideration to participate in- and commit to tenders set out by public procurement authorities by building upon contingencies of the preferred customer status theory. As result of the field research, in which 31 suppliers were interviewed, the functioning of the preferred customership theory was reconsidered. Mainly, due to the importance of individual tender projects within public procurement, the short time-horizon, and the extensive set of rules purchasers should adhere to, two new elements were added to the scope of the preferred customer status phenomenon: Tender Attractiveness and a Preferred Project Status. By leveraging these two concepts, public purchasers will be able to better understand and control the behaviour of suppliers regarding their participation and commitment related to tenders. In the end, the PPS toolbox presented by this paper gives public purchasers strategic foundation to gain competitive advantage in the tendering market.
Item Type:Essay (Master)
Faculty:BMS: Behavioural, Management and Social Sciences
Subject:85 business administration, organizational science
Programme:Business Administration MSc (60644)
Link to this item:https://purl.utwente.nl/essays/76039
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