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dc.contributor.authorDavis, Peter
dc.date.accessioned2017-01-30T12:49:15Z
dc.date.available2017-01-30T12:49:15Z
dc.date.created2008-11-12T23:25:22Z
dc.date.issued2004
dc.identifier.citationDavis, Peter R.. 2004. : Relationship Marketing Techniques in Construction Projects: A Case Study, in Khosrowshahi, F (ed), Proceedings of the Association of Researchers in Construction Management Twentieth Annual Conference, September 2004. Heriot-Watt University: ARCOM.
dc.identifier.urihttp://hdl.handle.net/20.500.11937/25604
dc.description.abstract

Relationship Marketing (RM) embodies international, industrial and services marketing and in a business context is superseding traditional marketing theory. It is apparent from initial research into product and process industries that RM has the potential to provide construction organisations with significant benefits. These benefits include; enhanced ability to overcome problems, close coordination, process improvements; reduced risk associated with complex decision making and significant long-term value to prospective and existing clients. A summary of RM thinking is provided and three key variables being; trust, commitment and performance satisfaction are discussed. RM theory is conceptualised into a construction context using alliance procurement literature. The alliance literature gives pertinent insights into factors that afford potential project success. Finally three recent public sector case studies that have been documented are used to determine the validity of the theory using lessons learned reports.

dc.publisherARCOM
dc.relation.urihttp://www.arcom.ac.uk/-docs/proceedings/ar2004-0877-0885_Davis.pdf
dc.subjectPublic Sector
dc.subjectCase study
dc.subjectRM Theory
dc.subjectConstruction
dc.subjectRelationship Marketing
dc.subjectAlliance procurement
dc.subjectRM
dc.subjectConstruction procurement
dc.titleRelationship Marketing Techniques in Construction Projects: A Case Study
dc.typeConference Paper
dcterms.source.conferenceProceedings of the Association of Researchers in Construction Management Twentieth Annual Conference
dcterms.source.conference-start-dateSeptember 2004
dcterms.source.conferencelocationHeriot-Watt University
dcterms.source.placeReading, UK
curtin.identifierEPR-1092
curtin.accessStatusOpen access
curtin.facultyDivision of Humanities
curtin.facultyFaculty of Built Environment, Art and Design
curtin.facultyFaculty of Built Environment, Art and Design (BEAD)


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