Entering the United States Federal Procurement Market: success factors and barriers for foreign firms.

Tim Vehof, Jan Telgen

Research output: Chapter in Book/Report/Conference proceedingChapterAcademic

1 Citation (Scopus)

Abstract

The US federal procurement market is the largest procurement market in the world. Therefore, it is an attractive market for foreign companies to enter. Existing literature indicates the success factors and barriers for public procurement market entry in general, however not for the US procurement market. To get an in-depth understanding of the US federal procurement market entry process for foreign companies, an expert study was conducted, involving successful foreign companies, procurement market entry consultants, and US government officials. The findings indicate that company-specific factors and product-specific factors can be labeled as “qualifiers,” while relational factors can be labeled “winners
Original languageEnglish
Title of host publicationCommercial Diplomacy and International Business: a conceptual and empirical exploration. Advanced Series in Management.
EditorsHubertus Johannes Maria Ruel, H.J.M. Ruel
Place of PublicationWA UK
PublisherEmerald Publishers Ltd.
Pages227-250
Number of pages331
ISBN (Print)9781780526744
DOIs
Publication statusPublished - 2012

Publication series

NameAdvanced Series in Management
PublisherEmerald Publishers Ltd.
Number9
Volume9

Keywords

  • IR-81302
  • METIS-287782

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