Organizational Purchasing of Professional Services: The Process of Selecting Providers
Journal of Business & Industrial Marketing
ISSN: 0885-8624
Article publication date: 1 September 1994
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
:MCB UP Ltd
Copyright © 1994, MCB UP Limited