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Köp av tjänster för ledningskompetens - en polyfonisk process
Stockholm University, Faculty of Social Sciences, School of Business.
2010 (Swedish)Doctoral thesis, monograph (Other academic)Alternative title
Buying management advice services – a polyphonic process (English)
Abstract [en]

The thesis´ aim is to deepen the understanding about what shapes and characterises the purchase process for management advice services. Such externally, acquired services have increased substantially, and in relation to the services´ impact on management decisions the theoretical and practical understanding of the purchase process is lagging behind.

The thesis´ analyses, interpretations and conclusions are founded on empirical data collected by use of focus groups, and based on activity theory. The findings show that the purchase process is influenced by many actors who see themselves as subject in the process. They have similar but also conflicting objects that they want to fulfil. The outcome of the purchase process is influenced by contradictory opinions among the actors about how to organize and supervise the process. The main contradictions are influenced by the actors´ different objects and how they interpret the context of the purchase process. The context is shaped by such as leadership style, social rules regarding management of change and opinions about division of labour in the purchase process.

The impression of the purchase process´s character is that commonly used supply chain models do not work as a characterization. The purchase process´s phases do not follow on each other and the glue that links the phases is not a rational procedure following one, firm route. The findings show that procurement, integration and follow-up phases overlap, are concurrent and integrated in each other. The purchase process reproduces the execution of polyphonic music in which different voices, each with its own melody, create a rich texture of sounds. In a similar way the purchase process is coined by actors who bring their own objects and competence into the process. It produces dissonance, as in polyphonic music. It mirrors the services character of competence development and shapes the purchase process as polyphonic rather than a rational, step by step process.   

Place, publisher, year, edition, pages
Stockholm: Företagsekonomiska institutionen, Stockholms universitet , 2010. , 220 p.
Keyword [en]
Purchase, professional services, management advice services, buyer-seller relationships, polyphony, polyphonic process, polyphonic organization, activity theory, focus group
National Category
Business Administration
Research subject
Business Administration
URN: urn:nbn:se:su:diva-42569ISBN: 978-91-7155-990-6OAI: diva2:349695
Public defence
2010-10-27, Visionen, hus 15:201, Kräftriket, Roslagsvägen 101, Stockholm, 13:00 (Swedish)
Available from: 2010-10-05 Created: 2010-09-08 Last updated: 2010-10-07Bibliographically approved

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