Success factors for managing purchasing groups: an empirical survey

Fredo Schotanus, Jan Telgen, L. de Boer

Research output: Chapter in Book/Report/Conference proceedingConference contributionAcademicpeer-review

30 Downloads (Pure)


In this article, we identify success factors for managing small and intensive purchasing groups by comparing successful and unsuccessful Dutch purchasing groups in a large-scale survey. Transaction costs economics and social exchange theory are used as theoretical frameworks for our broad empirical investigation. We found that the success factors studied that are related to interorganizational trust, the formality of the group, and uniformity of the group members are not success factors for managing purchasing groups. For our data set, the most important success factors are no enforced participation, sufficient total contribution of efforts, all members contribute knowledge, all members rarely change representatives, fair allocation of savings, and communication. We discuss the academic and practical implications of the success factors found.
Original languageUndefined
Title of host publicationProceedings of the 17th IPSERA Conference
PublisherInternational Purchasing & Supply Education & Research Association
Publication statusPublished - 9 Mar 2008
Event17th Annual IPSERA Conference 2008 - Perth, Australia
Duration: 9 Mar 200812 Mar 2008
Conference number: 17

Publication series

PublisherInternational Purchasing & Supply Education & Research Association


Conference17th Annual IPSERA Conference 2008


  • METIS-248471
  • IR-74080

Cite this