Sponsor
This research is supported by the INNOPROCU project funded by the Academy of Finland. The authors are grateful for the support.
Published In
Journal of Public Procurement
Document Type
Article
Publication Date
5-22-2025
Subjects
Consumer spending
Abstract
Purpose:
The purpose of this study is to provide new insights into the differences between the attractiveness drivers in different types of public procurement (i.e. efficient, technological, adapted and experimental). Design/methodology/approach This study used a qualitative multiple-case study design. The study examined eight public procurement cases by interviewing the representatives of 18 suppliers and, through cross-case analysis, formulated a framework of customer attractiveness drivers for different types of public procurement. Findings This study reveals differences in customer attractiveness drivers between efficient, technological, adapted and experimental public procurement. This study finds that economic and market growth drivers are only sufficient for efficient procurement, while all the identified drivers are relevant for experimental procurement. Social implications The contribution guides public organizations to increase their attractiveness by considering the supplier perspective in different types of procurement to increase supplier participation in public tenders.
Originality/value:
The research contributes to the literature on customer attractiveness in public procurement by shedding light on the impact of procurement type on customer attractiveness drivers, and elaborating it through the lens of social exchange theory. In addition to the differences between procurement types, the study found evidence for a previously unintroduced driver – societal attractiveness.
Rights
Copyright © 2025, Kati Loijas, Aki Jääskeläinen, Elina Karttunen and Frederik G.S. Vos. License Published by Emerald Publishing Limited. This article is published under the Creative Commons Attribution (CC BY 4.0) license. Anyone may reproduce, distribute, translate and create derivative works of this article (for both commercial and non-commercial purposes), subject to full attribution to the original publication and authors. The full terms of this license may be seen at http://creativecommons.org/licences/by/4.0/legalcode
Locate the Document
DOI
10.1108/JOPP-02-2024-0016
Persistent Identifier
https://archives.pdx.edu/ds/psu/43840
Publisher
Emerald
Citation Details
Loijas, K., Jääskeläinen, A., Karttunen, E., & Vos, F. G. S. (2025). Customer attractiveness in public procurement – one size does not fit all. Journal of Public Procurement. https://doi.org/10.1108/jopp-02-2024-0016