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dc.contributor.authorSaastamoinen, Jani
dc.contributor.authorReijonen, Helen
dc.contributor.authorTammi, Timo
dc.date.accessioned2020-11-20T12:34:57Z
dc.date.available2020-11-20T12:34:57Z
dc.date.issued2020
dc.identifier.urihttps://erepo.uef.fi/handle/123456789/23788
dc.description.abstractPurpose This paper investigates how the market orientation of SMEs toward public sector customers enables firms to participate and succeed in public procurement. Design/methodology/approach The authors used a survey-based methodology. First, the authors reconfigured an empirical construct of market orientation for private sector markets to measure the market orientation toward public sector customers. Then they conducted a survey of Finnish firms to test the construct and how it predicted firm performance in public procurement. Findings The authors find empirical support for firms to adopt a market orientation toward public sector customers. Their results suggest that customer and competitor orientations are positive predictors of participating and winning supply contracts in public sector tenders. Research limitations/implications Self-reported survey data from a single country may limit the generalizability of results. Originality/value This paper is the first to report a market orientation toward public sector customers and describe how it is related to supplier performance in public procurement.
dc.language.isoenglanti
dc.publisherEmerald
dc.relation.ispartofseriesInternational journal of public sector management
dc.relation.urihttp://dx.doi.org/10.1108/IJPSM-05-2020-0131
dc.rightsCC BY-NC http://creativecommons.org/licenses/by-nc/4.0/
dc.subjectpublic procurement
dc.subjectpublic sector
dc.subjectmarket orientation
dc.subjectSMEs
dc.titleSMEs' market orientation toward public sector customers in public procurement
dc.description.versionfinal draft
dc.contributor.departmentDepartment of Business, activities
uef.solecris.id74447692en
dc.type.publicationTieteelliset aikakauslehtiartikkelit
dc.rights.accessrights© 2020 Emerald Publishing Limited
dc.relation.doi10.1108/IJPSM-05-2020-0131
dc.description.reviewstatuspeerReviewed
dc.publisher.countryBritannia
dc.relation.issn0951-3558
dc.relation.volume[Epub ahead of print 3 Nov 2020]
dc.rights.accesslevelopenAccess
dc.type.okmA1
uef.solecris.openaccessEi


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