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Predicting bid protests: What should sourcing teams (not) do?

Timothy G. Hawkins (Department of Marketing, Logistics and Operations Management, University of North Texas, Denton, Texas, USA)
Michael J. Gravier (Department of Marketing, Bryant University, Smithfield, Rhode Island, USA)
Suman Niranjan (Department of Marketing, Logistics and Operations Management, University of North Texas, Denton, Texas, USA)

Journal of Business & Industrial Marketing

ISSN: 0885-8624

Article publication date: 29 July 2021

Abstract

Purpose

The purpose of this study is to better understand the effectiveness of buyers’ defensive measures to thwart bid protests in government procurements.

Design/methodology/approach

A sample of 240 sourcing professionals concerning government source selections is used to analyze a logistic regression model exploring 6 antecedents of bid protests.

Findings

This research implicates the importance of oral presentations of offers, the type of value procured (i.e. services), protest experience, the quantity of document revisions, transaction costs and cost reimbursement contracts in receiving a bid protest.

Originality/value

To the best of the authors’ knowledge, this research is the first to explore sourcing strategy decisions that can contribute to the receipt of a bid protest. It adds clarity to an understudied market of business – the public sector.

Keywords

Acknowledgements

This material is based upon work supported by the Acquisition Research Program under Grant No. HQ00341810007. The views expressed in written materials or publications, and/or made by speakers, moderators, and presenters, do not necessarily reflect the official policies of the Department of Defense nor does mention of trade names, commercial practices, or organizations imply endorsement by the U.S. Government.

The research presented was supported by the Acquisition Research Program of the Graduate School of Business and Public Policy at the Naval Postgraduate School.

Citation

Hawkins, T.G., Gravier, M.J. and Niranjan, S. (2021), "Predicting bid protests: What should sourcing teams (not) do?", Journal of Business & Industrial Marketing, Vol. ahead-of-print No. ahead-of-print. https://doi.org/10.1108/JBIM-06-2021-0284

Publisher

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Emerald Publishing Limited

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