The purpose of this paper was to identify the most significant factors and issues concerning a successful Pre-Commercial Procurement in the Slovak and Czech markets and to validate a conceptual model developed to describe relations within all procurement phases with more detailed exploratory attributes. Number of price changes within the negotiation phase (generally in electronic dynamic pricing environment) and volume of procurement were identified as the most crucial determinants of savings, with a positive and negative effect on the success of Pre-Commercial Procurement respectively. Selection of auction type affects the number of participants and number of new participants in the auction, with less transparent auction types being more attractive for suppliers than transparent types. Further, Pre-Commercial Procurement was compared to traditional procurement of common products and services, identifying differences in number of participants and total volume of auctions. A survey conducted identified the critical need to improve innovation driven sourcing ecosystem to make the market more transparent for identification of suitable suppliers but also for the procurer to be more visible on the market when procurement is taking the place. The developed conceptual framework with tested relations can be a guide to proper Pre-Commercial Procurement procurement setting.

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Perceived gain from the use of e-business information and communication technologies (ICT) represents the main driver that motivates companies to implement them. The study focuses on the perception of e-business ICT applications within companies. On the sample of 11,072 companies from 27 EU states, we have determined which of e-business ICT application the companies use and how they perceive the impact of ICT on their revenue growth. An ordinal regression and decision tree analysis have been used to identify a portfolio of e-business ICT applications. We have also proposed three hypotheses to test whether the perceived impact of ICT is influenced by the number of implemented e-business ICT applications, or by the number of procurement-orientated e- business ICT applications, or even by the number of sales-orientated ones. The research not only helps practitioners to recognize which tools are behind the positive perception regarding the impact of ICT on revenue growth, but it tries to answer the question of whether the quantity of implemented applications really improves the acknowledged influence of ICT on revenue growth.

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