Towards Innovation Performance with Public Customer and Tender Attractiveness: A Social Capital Perspective

This paper explores the role of social capital, customer attractiveness, and tender attractiveness in driving innovation performance in public procurement. PLS-SEM was used to analyze data from 182 suppliers of public organizations. The results were verified with a sample of suppliers of a private company. The study reveals that social capital exhibits limited direct impact in public procurement. Cognitive capital, which emphasizes shared values and goals, is the only social capital dimension that positively influences tender attractiveness. Tender attractiveness emerges as a distinct and significant construct, particularly in the public sector. The findings underline the public procurement emphasis on tender clarity and procedural excellence to foster innovation, in contrast to the relational and long-term collaboration mechanisms prevalent in private procurement. This research challenges assumptions about universal procurement strategies, offering valuable insights into sector-specific approaches for enhancing innovation.