Please use this identifier to cite or link to this item: http://hdl.handle.net/10419/94769
Authors: 
Svensson, Roger
Year of Publication: 
2000
Series/Report no.: 
IUI Working Paper 531
Abstract: 
Consulting firms (CFs) sell services on a project basis to many clients and must therefore continuously tender for new contracts. One frequently used strategy by CFs is to visit the clients in connection to the tenders. The reason to the visits is either: 1) to influence the client in his decision-making in some sense; or 2) to source information about the project so that a better proposal can be submitted. Using a unique database on individual proposals, I examine empirically which of these two reasons is the most important. The estimations suggest that influencing the client dominates as explanation to the visits.
Subjects: 
Consulting services
Procurement
Visits
Information sourcing
Lobbying
Marketing
JEL: 
F23
L14
L84
M31
Document Type: 
Working Paper

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