Abstract
Following Gillett’s (2015) study showing the positive link between relationship
marketing (RM) and performance in local government, this paper advances
understanding regarding the scope of relationships. Multiple case design was
used involving key informant interviews, together with internal and externally
published documents from four local authorities. Findings showed that the
scope and scale of activities of local councils involves the public at large, with
varying and changing needs. Output such as financial efficiency as well as
broader outcomes for the community must be demonstrated. From these findings the author has conceptualised a set of key relationships that managers should pay particular attention to when procuring goods and services. The proposed framework, used in conjunction with the seminal stakeholder planning process suggested by Bryson (2004), will enable decision-makers to visualise clearly the broad scope of procurement, and how the relationships between local authorities and suppliers are part of a wider and interlocking network of relationships. Findings should also be of interest to policy makers concerned with improving the long-term effectiveness and efficiency of public sector procurement.
marketing (RM) and performance in local government, this paper advances
understanding regarding the scope of relationships. Multiple case design was
used involving key informant interviews, together with internal and externally
published documents from four local authorities. Findings showed that the
scope and scale of activities of local councils involves the public at large, with
varying and changing needs. Output such as financial efficiency as well as
broader outcomes for the community must be demonstrated. From these findings the author has conceptualised a set of key relationships that managers should pay particular attention to when procuring goods and services. The proposed framework, used in conjunction with the seminal stakeholder planning process suggested by Bryson (2004), will enable decision-makers to visualise clearly the broad scope of procurement, and how the relationships between local authorities and suppliers are part of a wider and interlocking network of relationships. Findings should also be of interest to policy makers concerned with improving the long-term effectiveness and efficiency of public sector procurement.
| Original language | English |
|---|---|
| Pages (from-to) | 1-28 |
| Number of pages | 28 |
| Journal | Journal of Services Research |
| Volume | 16 |
| Issue number | 2 |
| Publication status | Published - Oct 2016 |