IDEAS home Printed from https://ideas.repec.org/a/taf/conmgt/v18y2000i5p587-598.html
   My bibliography  Save this article

Motivation, commitment and the use of incentives in partnerships and alliances

Author

Listed:
  • Mike Bresnen
  • Nick Marshall

Abstract

The use of incentives in partnering and alliancing has been seen as an important way of reinforcing collaboration in the short term and helping to build trust between clients and contractors in the long term. Yet only rarely has the impact of incentives on such relationships been discussed, let alone subjected to systematic investigation. This is despite a wealth of theory and research which brings into question the use of incentives and reinforcers as ways of generating motivation and commitment. Drawing upon this theoretical knowledge base and using evidence from a number of case studies of partnerships and alliances, this paper demonstrates how a number of important cognitive and social dimensions affect the use and impact of incentives, sometimes in ways contrary to those intended. The conclusion drawn is that there are important limitations to the use of incentives as means of reinforcing collaboration and developing commitment and trust, and that this raises questions more generally about the assumptions that underlie many of the practical 'tools and techniques' commonly associated with partnering and alliancing.

Suggested Citation

  • Mike Bresnen & Nick Marshall, 2000. "Motivation, commitment and the use of incentives in partnerships and alliances," Construction Management and Economics, Taylor & Francis Journals, vol. 18(5), pages 587-598.
    • Handle: RePEc:taf:conmgt:v:18:y:2000:i:5:p:587-598
    DOI: 10.1080/014461900407392
    as

    Download full text from publisher

    File URL: http://www.tandfonline.com/doi/abs/10.1080/014461900407392
    Download Restriction: Access to full text is restricted to subscribers.
    File URL: https://libkey.io/10.1080/014461900407392?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Per Erik Eriksson, 2010. "Partnering: what is it, when should it be used, and how should it be implemented?," Construction Management and Economics, Taylor & Francis Journals, vol. 28(9), pages 905-917.
    2. Ulrika Badenfelt, 2010. "I trust you, I trust you not: a longitudinal study of control mechanisms in incentive contracts," Construction Management and Economics, Taylor & Francis Journals, vol. 28(3), pages 301-310.
    3. Hao Lu & Pardis Pishdad-Bozorgi & Guangbin Wang & Yingxia Xue & Dan Tan, 2019. "ICT Implementation of Small- and Medium-Sized Construction Enterprises: Organizational Characteristics, Driving Forces, and Value Perceptions," Sustainability, MDPI, vol. 11(12), pages 1-20, June.
    4. Bidabadi Zahra Toroghi & Hosseinalipour Mujtaba & Hamidizadeh Mohammad Reza & Mohebifar Amirhossein, 2016. "Supply chain collaboration within the Iranian construction industry," Organization, Technology and Management in Construction, Sciendo, vol. 8(1), pages 1437-1445, December.
    5. Maryam R. Nezami & Mark L. C. de Bruijne & Marcel J. C. M. Hertogh & Hans L. M. Bakker, 2022. "Collaboration and Data Sharing in Inter-Organizational Infrastructure Construction Projects," Sustainability, MDPI, vol. 14(24), pages 1-19, December.
    6. da Luz Pereira, António & Ramalho, André & Viana, João & Pinto Hespanhol, Alberto & Freitas, Alberto & Biscaia, André, 2021. "The effect of commissioning on Portuguese Primary Health Care units’ performance: A four-year national analysis," Health Policy, Elsevier, vol. 125(6), pages 709-716.
    7. Rose, Timothy & Manley, Karen, 2011. "Motivation toward financial incentive goals on construction projects," Journal of Business Research, Elsevier, vol. 64(7), pages 765-773, July.
    8. Yongcheng Fu & Yongqiang Chen & Shuibo Zhang & Wenqian Wang, 2015. "Promoting cooperation in construction projects: an integrated approach of contractual incentive and trust," Construction Management and Economics, Taylor & Francis Journals, vol. 33(8), pages 653-670, August.
    9. Wang, Shuli & Shen, Wenxin & Tang, Wenzhe & Wang, Yunhong & Duffield, Colin F. & Hui, Felix Kin Peng, 2019. "Understanding the social network of stakeholders in hydropower project development: An owners' view," Renewable Energy, Elsevier, vol. 132(C), pages 326-334.
    10. Tackie, David Nii O. & Diabate, Youssouf & Quarcoo, Franklin & Gurung, Nar & Hunter, George, 2023. "Relationships Regarding Incentives, Recordkeeping Propensity, and Selected Factors of Small Producers in Alabama Back Belt and Surrounding Counties," Professional Agricultural Workers Journal (PAWJ), Professional Agricultural Workers Conference, vol. 9(02), September.
    11. Elin Marianne Smith & Anna Thomasson, 2018. "The Use of the Partnering Concept for Public–Private Collaboration: How Well Does it Really Work?," Public Organization Review, Springer, vol. 18(2), pages 191-206, June.
    12. Smith A. & Wood Gerard, 2019. "Target Cost Contracts and The Development of Collaborative Behaviours and Value for Money in The UK Construction Industry," Journal of International Business Research and Marketing, Inovatus Services Ltd., vol. 4(4), pages 7-15, May.
    13. Lauri Koskela & John Rooke & Mohan Siriwardena, 2016. "Evaluation of the Promotion of Through-Life Management in Public Private Partnerships for Infrastructure," Sustainability, MDPI, vol. 8(6), pages 1-23, June.
    14. Tang, Wenzhe & Li, Zhuoyu & Qiang, Maoshan & Wang, Shuli & Lu, Youmei, 2013. "Risk management of hydropower development in China," Energy, Elsevier, vol. 60(C), pages 316-324.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:taf:conmgt:v:18:y:2000:i:5:p:587-598. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Chris Longhurst (email available below). General contact details of provider: http://www.tandfonline.com/RCME20 .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.