Stakeholder identification and salience in purchasing: An empirical study from UK hospitals

Pearce Madhlambudzi, Christos I. Papanagnou*

*Corresponding author for this work

Research output: Contribution to journalArticlepeer-review


The lack of systematic processes for stakeholder identification and the omission of key stakeholders in UK hospitals cause significant delays in purchasing processes. This is reinforced by the strict tender processes that follow in making their purchases as a matter of assurance of fairness and competition. This paper presents a descriptive analysis of decision-making processes when the public hospitals purchase diagnostic equipment and it discovers how the hospitals use stakeholder identification and salience during the purchase of diagnostic equipment. With the aid of purposeful case studies and semi-structured interviews, we explore how stakeholder salience is concentrated on the administrative personnel who have the role to implement organisational policy and on technical experts who make sure that the right equipment is bought. Last, this study provides an insight into how stakeholder groups share the premises of the public hospitals' decision-making process by considering the attributes of power, urgency, legitimacy and proximity.

Original languageEnglish
Pages (from-to)213-228
Number of pages16
JournalInternational Journal of Healthcare Technology and Management
Issue number4
Publication statusPublished - 6 Feb 2020


  • Decision-making
  • Diagnostic equipment
  • Healthcare economics and management
  • Hospital management
  • NHS trust
  • Procurement
  • Purchasing
  • Semi-structured interviews
  • Stakeholder identification
  • Stakeholder salience
  • UK hospitals


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