Critical success factors for managing purchasing groups

Fredo Schotanus, Jan Telgen, L. de Boer

Research output: Contribution to journalArticleAcademicpeer-review

56 Citations (Scopus)


In this article, we identify critical success factors for managing small and intensive purchasing groups by comparing successful and unsuccessful purchasing groups in a large-scale survey. The analysis of our data set suggests the following success factors: no enforced participation, sufficient total contribution of efforts, all members contribute with knowledge, continuity in member representation, communication, and fair allocation of savings. The findings suggest among other things that it is important that after a voluntary decision has been taken to cooperate, the members need to show that they are committed. Other factors such as interorganisational trust and formal structures are important when establishing interorganisational cooperation, but should otherwise be considered as necessary yet not sufficient in the management phase of a successful purchasing group.
Original languageUndefined
Pages (from-to)51-60
Number of pages10
JournalJournal of purchasing and supply management
Issue number1
Publication statusPublished - 2010


  • METIS-261731
  • Success factors
  • IR-70602
  • Discriminant function analysis
  • Cooperative Purchasing

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