Getting innovations out of interactions in the public procurement context

Abstract

Purpose

The purpose of this paper is to discuss how a seller can use interactions to respond to public procurement needs for innovation when the buying side is restricted by public procurement regulations.

Design/methodology/approach

The authors collected data using qualitative semi-structured interviews of different empirical examples, in which private–public interactions of four different high-technological products are studied. Two products belong to the defence industry and two to the civil industry.

Findings

The findings point to three types of innovations in public procurement: product, service and business model. The empirical examples further indicate, as suggested in previous studies, that innovation is hindered by regulations that limit interaction between suppliers and the public. In addition, the empirical examples indicate that firms mobilize actors in their network when the buyer is restricted in regard to interaction. The findings also add to the IMP literature by comparing interactions in the three types of innovations in the public procurement context.

Originality/value

Public procurement is an area where innovations are lagging behind, compared with private procurement. Research points to limited interaction between actors as an obstacle to innovation in public sector collaborations. This paper extends the literature on how organizations interact in the setting of public procurement. The authors identify demand and supply triggers for three types of innovations: product, service and business model innovation.

Citation

Melander, L. and Arvidsson, A.P. (2020), "Getting innovations out of interactions in the public procurement context", Journal of Business & Industrial Marketing, Vol. 35 No. 12, pp. 2051-2065. https://doi.org/10.1108/JBIM-09-2019-0414