Purpose
The purpose of this research is to develop an understanding of how purchasing can become meaningfully involved in complex business-to-business service purchases.
Design/methodology/approach
A single in-depth case study method of an exemplar organization was applied to better understand the purchasing function’s role in adding to the value proposition in complex, non-traditional business-to-business service purchases.
Findings
Powerful allies or advocates can mediate purchasing involvement in service procurement. However, once the involvement is initiated, purchasing must make a positive contribution with respect to the specific needs and expectations of the budget owner to retain its influence.
Research limitations/implications
This research extends institutional theory to show how powerful allies or advocates can mediate purchasing involvement in the complex services spend.
Practical implications
This study describes the potential impact of purchasing’s involvement in complex services spend and highlights the opportunities for purchasing managers to improve supplier management and drive out additional costs.
Originality/value
For the business practitioner, this research provides evidence regarding how individual functions can gain influence in the organization. A conceptual model describes the meaningful involvement of purchasing in complex business-to-business service purchases.
