How firms select professional services


Day, Ellen and Barksdale, Hiram C. “How firms select professional services.”  Industrial Marketing Management, 21(1992): 85-91

One of the concepts that I have learned in this article is the importance of quality indicators in the selection of professional services. Quality indicators are one of the most important factors that are considered when selecting professional services. In this article, quality indicators are used by clients in evaluating the level of services that are offered by a professional firm.  The services offered by a professional services firm forms the basis of the decision making process when firms are applying for contracting. The article shows that quality indicators are important in determining the satisfaction of the client. The main objective of the client is to select the firm that will offer the best quality and result to greatest satisfaction for their money paid. This means that quality indicators are closely related to client satisfaction.



Assignment 3
Assignment Three requires you to complete a reflective learning journal. Each topic in
Procurement Management 642 has additional reading material, which are articles from
journals. The journals you require are all on eReserve identified by my name and the
unit title: Procurement Management 642
Assignment Details
You must select TWO (2) journals from these readings, which will form the basis for your
reflective learning journal writing. For EACH of your selected two articles:
DESCRIPTION – Briefly describe an issue/concept/situation/incident within the article
(referred to hereafter as the ‘event’). The event can be a single particular part or overall
theme of the article
ANALYSIS – Critically analyze the event e.g., Connections between event and reality of
experiences or observations from your personal or professional world; what is
important and why; Potential applications of the reading material to your own life.
LEARNING – e.g. what have you learnt from reflecting upon your analysis? What did you
learn about the event and yourself? How can you use what you have learnt? Do you
need t o change attitudes, behavior, processes, values, etc .? What
will you d o differently in the future? How do you plan to use what you have learnt?
Some Guidelines
A reflective learning journal is not simply a diary but a thoughtful description that
follows from reflective thinking. A reflective approach is required rather than a
descriptive summary. Simple restatements of the concepts in the reading would not
meet expectations for a reflective journal entry.
Each journal entry for each article must be structured into three sections – Description,
Analysis, and Learning.
Writing style can be informal; be honest; let words flow; use your own simple words. All
journals will be assured confidentiality.
For each article, 400-500 words are required (mostly in Analysis and Learning sections) –
quality rather than quantity is sought.
Assessment criteria – clarity and depth of understanding, critical analysis, reflective
thinking and learning; grammar
Background – Theory
Part of learning is reflecting upon your learning. A learning journal is essentially a vehicle
for reflection. Reflective learning is the process of internally exploring an issue of
concern which creates and clarifies meaning and results in new understandings. The
creation of a reflective learning journal has three key steps:
Trigger – Reflection is triggered by thoughts and/or feelings about observation, event,
issue, etc.
Analysis/Reflection – A critical analysis of the issue is undertaken. This can involve
associating new knowledge with existing knowledge, linking theory and practice, or
reinterpreting from different points of view. It uses one’s own knowledge and
experiences as well as any new knowledge resulting from the analysis process.
Learning – Reflection is not an end in itself but leads to learning outcomes such as a new
way of doing or perceiving something, clarification of an issue or resolution of a

Project Procurement Management 642 Assignment

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problem. The learner develops a new perspective based on analysis and reflection. It
leads to a perception for a need for change in the learner’s world. A statement of
planned actions may be produced.
The benefits of writing a reflective journal
Observation and awareness – Forces learners to draw out their experiences, articulate
and assess them.
Clarification and understanding – Stimulated to develop understanding of concepts and
crystallize beliefs. Helps bring clarity to material that appears ambiguous at first
Critical thinking and Reflection – Journal writing facilitates reflection, to evaluate
experiences, give in-depth consideration to issues and develop an understanding of
their experiences.
Making Connections – Journal writing allows students to make connections, such as
between: theory and practice; concepts and observations; readings and experience;
beliefs and behaviors; old knowledge and new knowledge.