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Success factors for managing purchasing groups: an empirical survey Fredo Schotanus1, Jan Telgen2, Luitzen de Boer3 1University of Twente, Operational Methods for Production and Logistics, Capitool 15, P.O. Box 217, 7500 AE Enschede, the Netherlands, f.schotanus@utwente.nl, tel.: +31 (0)53 489 4715, fax +31 (0)53 489 2159 2University of Twente, Operational Methods for Production and Logistics, Capitool 15, P.O. Box 217, 7500 AE Enschede, the Netherlands, j.telgen@utwente.nl, tel.: +31 (0)53 489 3912, fax +31 (0)53 489 2159 3Norwegian University of Science Technology, Industrial Economics and Technology Management, Alfred Getz vei 1, Sentralbygg II, N-7491 Trondheim, Norway, luitzen.de.boer@iot.ntnu.no, tel.: +47 7359 7604. Abstract In this article, we identify success factors for managing small and intensive purchasing groups by comparing successful and unsuccessful Dutch purchasing groups in a large-scale survey. Transaction costs economics and social exchange theory are used as theoretical frameworks for our broad empirical investigation. We found that the success factors studied that are related to interorganizational trust, the formality of the group, and uniformity of the group members are not success factors for managing purchasing groups. For our data set, the most important success factors are no enforced participation, sufficient total contribution of efforts, all members contribute knowledge, all members rarely change representatives, fair allocation of savings, and communication. We discuss the academic and practical implications of the success factors found. Educator practitioner summary In this article, we identify success factors for managing small and intensive purchasing groups. The most important success factors found are no enforced participation, sufficient total contribution of efforts, all members contribute knowledge, all members rarely change representatives, fair alloc