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Purchasing strategies and value creation in industrial turnkey projects

机译：工业总承包项目中的采购策略和价值创造

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摘要

This paper evaluates how turnkey project deliveries create value for their customers and how the purchasing strategy of the buyer affects value creation. Literature focusing on the distinguishing characteristics of turnkey projects and the different strategies available for purchasing them is reviewed. The concept of customer value is opened up and divided into value elements, benefits and sacrifices, which jointly determine the extent of value realized for the customer. Value elements discussed in existing literature are categorized and contrasted to empirical findings of a case study conducted in the Finnish marine industry. According to our findings, several short-term and long-term value elements are emphasized in the delivery of complex and bespoke turnkey projects for industrial customers. Further, the selection of the purchasing strategy affects the creation of value for the buyer. More specifically, competitive tendering-based strategies emphasize short-term value creation while purchasing strategies relying on a close interorganizational relationship between the buyer and the seller emphasize long-term value creation. Our findings illustrate that if the project marketing process of the seller and the purchasing strategy of the buyer are well aligned, value creation can be further facilitated.
机译：本文评估了交钥匙工程交付如何为客户创造价值，以及买方的购买策略如何影响价值创造。文献集中讨论了交钥匙项目的鲜明特征以及购买它们的不同策略。公开了客户价值的概念，并将其分为价值要素，收益和牺牲，共同决定了为客户实现的价值程度。现有文献中讨论的价值要素已归类，并与芬兰海洋工业案例研究的经验发现进行了对比。根据我们的发现，在为工业客户交付复杂的定制项目时，要强调几个短期和长期价值要素。此外，购买策略的选择会影响买方的价值创造。更具体地说，基于竞争性招标的策略强调短期价值创造，而依赖于买卖双方之间紧密的组织间关系的采购策略则强调长期价值创造。我们的发现表明，如果卖方的项目营销过程与买方的购买策略协调一致，则可以进一步促进价值创造。

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