Journal of Business and Industrial Marketing· 2026Q1
Early interaction among public and private actors in public procurement: a boundary work perspective
- 0citations
- Q1SCImago
- 2026year
Short summary
Public procurement pre-tender phases struggle to balance formal rules with relational practices, hindering buyer-supplier collaboration; early post-tender phases can foster relational interaction if suitable boundary work strategies are used.
AI-generated from the title and abstract; the full text is not read.
Key points
- The pre-tender phase of public procurement struggles to reconcile formal rules with relational practices, potentially hindering boundary work.
- Early post-tender phases can effectively promote relational interaction if suitable boundary work strategies are applied.
- Trust-building and a re-evaluation of procurement practices are essential for relational pre-tender interactions.
- Early post-tender interaction is critical for strengthening collaboration and addressing pre-tender challenges.
AI-generated from the title and abstract; the full text is not read.
Abstract
Purpose This study aims to explore the boundary work strategies of buyers and suppliers during the early interaction phases of the public procurement process. It also examines how those strategies influence the transition from traditional arm’s-length interaction to relational interaction. Design/methodology/approach A qualitative embedded case study examines boundary work in the early phases of public procurement of catering and home nursing services. Findings The pre-tender phase requires balancing formal procurement rules and relational practices, which can hamper the boundary work that promotes relational interaction. The early post-tender phase complements the pre-tender phase by promoting relational interaction, considering that suitable boundary work strategies are applied. Practical implications This study provides insights into how boundary work strategies applied influence relational interaction in public procurement. Trust-building and a rethinking of established procurement practices are necessary to implement relational pre-tender interactions without compromising equality principles. Early post-tender interaction is critical in strengthening collaboration and addressing challenges inherent in the pre-tender phase. Social implications This study provides insights into the challenges of the early phases of interaction in public procurement, addressing the gap between policy goals and their implementation. Originality/value This study contributes to public–private interaction research by conceptualising dynamic interaction patterns and how they emerge in the early phases of the procurement process and to the understanding of relational interaction development by demonstrating the influence of multi-organisational boundaries on such interaction. The study highlights the role of early post-tender interaction in boundary-crossing.
The authors' abstract, as published at the source. Journal of Business and Industrial Marketing, 2026 · DOI ↗
Continue with a free account
Ask the paper: 3 free questions a day about this paper; save it, get its citation, new summaries every day for your field. Takeaways are Premium.
Continue free on the webSign in with Google or Apple; no card needed. You come back to this paper.
On your phone:
Field: Strategy and Management
Strategy and ManagementBusiness, Management and Accounting