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Organizational Purchasing of Professional Services: The Process of Selecting Providers

Ellen Day (Associate Professor of Marketing at the College of Business, University of Georgia, Athens, Georgia,USA.)
Hiram C. Barksdale (Associate Professor of Marketing at the College of Business Administration, Georgia State University, Atlanta, Georgia, USA.)

Journal of Business & Industrial Marketing

ISSN: 0885-8624

Article publication date: 1 September 1994

3222

Abstract

Stresses the importance of professional service provider selection and the potentially disastrous financial penalty for error made by a client organization. Identifies problems with previous studies relating to this selection process and offers suggestions for improving future research. Provides an expanded decision‐making model to organize discussion of various stages in selection and evaluation. Identifies factors which may complicate the process. Concludes that a better understanding of the selection process should lead to the identification of ways in which professional service providers can improve their marketing effectiveness and to the reduction of risk to client firms purchasing these services.

Keywords

Citation

Day, E. and Barksdale, H.C. (1994), "Organizational Purchasing of Professional Services: The Process of Selecting Providers", Journal of Business & Industrial Marketing, Vol. 9 No. 3, pp. 44-51. https://doi.org/10.1108/08858629410066863

Publisher

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MCB UP Ltd

Copyright © 1994, MCB UP Limited

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