Purpose: This paper investigates how the market orientation of SMEs toward public sector customers enables firms to participate and succeed in public procurement. Design/methodology/approach: The authors used a survey-based methodology. First, the authors reconfigured an empirical construct of...

Purpose: Public procurement of innovations (PPIs) addresses a specified need of the public-sector customer or aims at fostering private firms’ innovativeness. In an operational sense, issues of information asymmetry and risk sharing between the public agency and the supplier are of paramount...