What is it about?
This paper studies how strategic orientations, namely entrepreneurial orientation and market orientation, affect SMEs’ targeting of public sector customers, and how this affects their performance. Our findings show that market-oriented SMEs tend to focus on sub-national level public sector customers, whereas entrepreneurially oriented SMEs have more often national or wider level public sector customers. It also appears that higher performance is associated with national or wider level rather than sub-national level public sector customers.
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Why is it important?
The results suggest that more attention should be paid to the differentiation of public procurement markets in developing and refining policies aimed at increasing SMEs participation in public procurement.
Perspectives
The paper developes the study of a spatial aspect in public procurement and encourages firms to use their knowledge of the end-users of the goods and services the public sector buys from private markets.
Timo Tammi
Ita-Suomen yliopisto
Read the Original
This page is a summary of: Are entrepreneurial and market orientations of small and medium-sized enterprises associated with targeting different tiers of public procurement?, Environment and Planning C Politics and Space, September 2016, SAGE Publications,
DOI: 10.1177/0263774x16666814.
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