Curtin University Homepage
  • Library
  • Help
    • Admin

    espace - Curtin’s institutional repository

    JavaScript is disabled for your browser. Some features of this site may not work without it.
    View Item 
    • espace Home
    • espace
    • Curtin Research Publications
    • View Item
    • espace Home
    • espace
    • Curtin Research Publications
    • View Item

    Relationship Development in Construction Partner Selection

    19834_downloaded_stream_352.pdf (58.87Kb)
    Access Status
    Open access
    Authors
    Davis, Peter
    Date
    2004
    Type
    Conference Paper
    
    Metadata
    Show full item record
    Citation
    Davis, Peter R. 2004. Relationship Development in Construction Partner Selection, in Ellis, Robert and Bell, Malcolm (ed), Proceedings of the COBRA 2004 International Construction Research Conference of the Royal Institution of Chartered Surveyors, 7-8 September. Leeds Metropolitan University, Leeds: RICS Foundation.
    Source Conference
    Proceedings of the COBRA 2004 International Construction Research Conference of the Royal Institution of Chartered Surveyors
    Additional URLs
    http://www.rics.org/site/scripts/download_info.aspx?fileID=2636&categoryID=562
    Faculty
    Division of Humanities
    Faculty of Built Environment, Art and Design
    Faculty of Built Environment, Art and Design (BEAD)
    URI
    http://hdl.handle.net/20.500.11937/6056
    Collection
    • Curtin Research Publications
    Abstract

    Relationships between actors in organizations are incrementally refined evolving strategies that change the context in which partner organizations act. The development of relationships is an iterative and evolutionary learning process that has many implicit characteristics. Three important characteristics are commitment, trust and cooperation. These become increasingly active or sometimes latent throughout the relationship development process. Relationship development encompasses partner selection, when the purpose of the relationship is defined, boundaries establishment and finally value creation and maintenance. These stages are the learning phases of the relationship contract and represent the incubator of the characteristics mentioned earlier. Relationship contracting is described using significant research investigating marketing and its transition to relationship marketing. A relationship development process is explored in this environment. Three recent public sector projects are set out as exemplars where relationship development theory is seen to be in operation in a construction context. These case studies anchor the relationship marketing theory into construction practice. The implications of relationship marketing for construction include forging stronger ties that encompass technical knowledge and learning and affect the social capital of the industry. Evidence from the example projects, illustrates how relationship development process can deliver advantages to stakeholders in the supply chain.

    Related items

    Showing items related by title, author, creator and subject.

    • An examination of the factors critical to the establishment and maintenance of competitive advantage for education services enterprises within international markets.
      Mazzarol, Timothy W. (1997)
      The principal focus of the present study was to examine the factors critical to the development and maintenance of a competitive advantage for education institutions operating in international markets. International ...
    • Agency and exchange: an ethnography of a heroin marketplace
      Dwyer, Robyn (2009)
      This thesis is concerned with the exchange of heroin in localised, street-based marketplaces. Commercial exchange of heroin in such sites has been a characteristic of the Australian heroin scene since the early 1990s. ...
    • Linking entrepreneurial orientation and small service firm performance through marketing resources and marketing capability: A moderated mediation model
      Sok, P.; Snell, L.; Lee, Thomas; Sok, K. (2016)
      Purpose: The literature establishes complex relationships between entrepreneurial orientation (EO) and performance, with mixed findings suggesting the variability of the magnitude of the relationship between the two. Some ...
    Advanced search

    Browse

    Communities & CollectionsIssue DateAuthorTitleSubjectDocument TypeThis CollectionIssue DateAuthorTitleSubjectDocument Type

    My Account

    Admin

    Statistics

    Most Popular ItemsStatistics by CountryMost Popular Authors

    Follow Curtin

    • 
    • 
    • 
    • 
    • 

    CRICOS Provider Code: 00301JABN: 99 143 842 569TEQSA: PRV12158

    Copyright | Disclaimer | Privacy statement | Accessibility

    Curtin would like to pay respect to the Aboriginal and Torres Strait Islander members of our community by acknowledging the traditional owners of the land on which the Perth campus is located, the Whadjuk people of the Nyungar Nation; and on our Kalgoorlie campus, the Wongutha people of the North-Eastern Goldfields.