Leveraging purchasing power through collaborative purchasing arrangements is widely used to deliver efficiency savings in public procurement. The success of such arrangements requires the purchasing behaviours of individual members of the collaborative organisation to change in order to realise the benefits of lower prices. However the actual purchasing behaviours of organisations within a collaborative purchasing arrangement have not been widely researched. The research uses a stationary stochastic model of buyer behaviour, the NBDDirichlet, to describe and predict the purchasing behaviours of buyers of coronary and ureteral stents in a collaborative purchasing organisation in the English National Health Service. The three year analysis period is a period of major change for each category, the result of supplier promotional activity in the ureteral stent case and purchasing management activity in the case of the coronary stents. Deviations between the observed patterns of behaviour and the model predictions point to violations of the basic Dirichlet requirements of stationary markets and lack of partitioning. In both the ureteral and coronary stent cases the research identifies a segment of frequent purchasers whose behaviour differs from the rest of the population. The impact of framework agreements in restricting the purchasing repertoire of buyers is also identified as a deviation from typical purchasing patterns. Both interventions result in changes to established loyalty patterns, whereby the initial high observed levels of loyalty towards particular suppliers are replaced by a greater willingness to purchase from alternative suppliers. The data analysis also provides preliminary evidence for purchase deceleration as buyers defer purchases during a negotiation period in anticipation of improved pricing.
| Identifer | oai:union.ndltd.org:bl.uk/oai:ethos.bl.uk:560091 |
| Date | January 2010 |
| Creators | McCabe, Joseph David James |
| Publisher | University of Warwick |
| Source Sets | Ethos UK |
| Detected Language | English |
| Type | Electronic Thesis or Dissertation |
| Source | http://wrap.warwick.ac.uk/49056/ |
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