Buy‐phase and buy‐class effects on organisational risk perception and reduction in purchasing professional services

Abstract

Despite the importance of professional services to organisations, relatively little is known about the way they are purchased. This study details the risks perceived and risk‐reducing strategies employed by purchasers in local government and examines how these vary with buying‐phase and buy‐class. Risk varied little, but some of the 36 risk‐reducing strategies identified varied across the buying phases and were more useful in the modified‐rebuy situation. The results are discussed in the context of risk measurement and implications for purchasers and providers of professional services.

Citation

Mitchell, V.‐. (1998), "Buy‐phase and buy‐class effects on organisational risk perception and reduction in purchasing professional services", Journal of Business & Industrial Marketing, Vol. 13 No. 6, pp. 461-478. https://doi.org/10.1108/08858629810246779