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A marketing strategy for public sector organisations compelled to operate in a compulsory competitive tendering environment

John Day (School of Business, University of Huddersfield, Huddersfield, UK)
Paul Reynolds (School of Business, University of Huddersfield, Huddersfield, UK)
Geoff Lancaster (University of Lincolnshire and Humberside and Management Development Centre International Limited)

International Journal of Public Sector Management

ISSN: 0951-3558

Article publication date: 1 December 1998

Abstract

This article is concerned with entrepreneurial behaviour and the use of marketing by architectural professionals and their business colleagues in building services as a response to the extension of Compulsory Competitive Tendering (CTT) in the UK. CTT is where the functions of the operational divisions under local jurisdiction are offered for tender. Such tenders may be awarded to either private sector operators or the existing in‐house team. The underlying assumption by Central Government is that the outcome will be beneficial to the final consumer through, as a minimum, reduced operating costs. An appropriate academic environment in which to analyse the situation is that suggested by the marketing/ entrepreneurship interface.

Keywords

Citation

Day, J., Reynolds, P. and Lancaster, G. (1998), "A marketing strategy for public sector organisations compelled to operate in a compulsory competitive tendering environment", International Journal of Public Sector Management, Vol. 11 No. 7, pp. 583-595. https://doi.org/10.1108/09513559810247939

Publisher

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MCB UP Ltd

Copyright © 1998, MCB UP Limited