Conference Proceedings

Government-to-government projects in an institutionally embedded environment

Ilkka Ojansivu, E Mooi, C Medlin

Proceedings of the 35th Industrial Marketing and Purchasing Group Conference (IMP) | IÉSEG School of Management | Published : 2019


Government-to-government exchanges have a significant economic and social impact yet present unique theoretical challenges. Despite this, these exchanges have received very limited attention in the literature. We seek to add to the small body of literature through a multidisciplinary inquiry based on theory drawn from institutional theory, work on organizational boundaries and business-to-business marketing. Through a qualitative study of a three year Euro 7.5 million project between a government donor (buyer) and an university research centre (seller), we find that the boundaries between the project buyer and the seller are constantly converging and that multiple stakeholders conduct bounda..

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University of Melbourne Researchers