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Exporting Consultancy Services in the Infrastructure Sectors: The Determinants of Obtaining Assignments

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Abstract

A unique database on individual tender documents is used to analyze the relationship between strategical factors and outcomes when technical consultancy firms (TCFs) compete for foreign assignments in the infrastructure sectors. TCFs, which sell services based on human capital, have a large focus on developing countries and thereby a high dependence on aid organizations. These organizations claim that technological factors as, e.g., the quality of the technical offers and the skill and experience of the TCFs' employees, are the most important factors when tender documents are evaluated. The results of the estimations show, however, that long-term relations between the TCF and the client - especially whether the TCF has had previous experience of, or has visited, the client - are at least as important as traditional technological factors. Local presence in the form of local offices has also some influence on the outcome.

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  • Svensson, Roger, 1998. "Exporting Consultancy Services in the Infrastructure Sectors: The Determinants of Obtaining Assignments," Working Paper Series 508, Research Institute of Industrial Economics.
    • Handle: RePEc:hhs:iuiwop:0508
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    1. Morrison, Catherine J & Schwartz, Amy Ellen, 1996. "State Infrastructure and Productive Performance," American Economic Review, American Economic Association, vol. 86(5), pages 1095-1111, December.
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    1. Svensson, Roger, 2000. "Visits to the Client when Tendering for Consulting Contracts: Sourcing Information or Influencing the Client?," Working Paper Series 531, Research Institute of Industrial Economics.

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    More about this item

    Keywords

    Technical consultancy firms; aid organizations; Tender documents; Long-term relations;
    All these keywords.

    JEL classification:

    • F14 - International Economics - - Trade - - - Empirical Studies of Trade
    • L84 - Industrial Organization - - Industry Studies: Services - - - Personal, Professional, and Business Services

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