A4 Article in conference proceedings
Factors Influencing Organizational Purchasing of Knowledge Intensive Business Services

List of Authors: Eija-Liisa Heikka, Mekhail Mustak
Publication year: 2014
Book title *: 24th Annual RESER Conference


Business organizations often purchase knowledge-intensive services from outside rather than making them in-house. However, not much is known about the reasons that influence the business customer’s decisions to purchase knowledge intensive services. Thus, the purpose of this study is to explore factors that influence organizational purchasing of knowledge intensive business services. A qualitative case study is applied to gain multi-dimensional understanding of the phenomenon. Findings indicate that customers want a trustworthy long-term partner, which facilitates superior value creation through their knowledge intensive services. Service providers need to be alert for changes that happen in customer’s spheres, and proactively match with those changes.

Internal Authors/Editors

Last updated on 2019-29-01 at 10:43