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Antecedents of project partnering in the construction industry : the impact of relationship history

Author

Listed:
  • Florence Crespin-Mazet

    (EM - EMLyon Business School)

  • Malena Ingemansson Havenvid

    (NTNU Samfunnsforskning AS / NTNU Social Research - NTNU - Norwegian University of Science and Technology [Trondheim] - NTNU - Norwegian University of Science and Technology)

  • Ase Linne

    (Uppsala University)

Abstract

This paper aims at increasing the understanding of construction partnering and relationships in project marketing by analyzing the impact of previous relationships among project stakeholders on the choice of partnering and of partners. Based on a conceptual framework combining the insights of the Industrial Network Approach with the model of project co-development proposed by Crespin-Mazet and Ghauri (2007), the paper analyzes a focal partnering project and its connections to other projects. It concludes that the context of the relationships seems to influence the customer's selection of partnering and partners. The paper's contributions address the relative importance of the project's functional challenge and relational congruence in the project network on the customer's procurement choice. For a first partnering agreement, this choice seems primarily influenced by the project's functional challenge while the subsequent choice of partners relies on high relational congruence. Once a positive experience of project partnering gained, the customer's choice seems primarily influenced by the relational congruence in the project network so as to harvest previous investments (resource adaptations) made in their relationship with a given partner. The paper highlights several contributions to the construction partnering literature and project marketing literature.

Suggested Citation

  • Florence Crespin-Mazet & Malena Ingemansson Havenvid & Ase Linne, 2015. "Antecedents of project partnering in the construction industry : the impact of relationship history," Post-Print hal-02313278, HAL.
    • Handle: RePEc:hal:journl:hal-02313278
    DOI: 10.1016/j.indmarman.2015.07.018
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    Citations

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    Cited by:

    1. Ahmet Tuz & Begum Sertyesilisik, 2020. "Finding and Minding the Gaps in State-Of-The-Art Lean and Green Marketing in the Construction Industry," Tržište/Market, Faculty of Economics and Business, University of Zagreb, vol. 32(2), pages 187-203.
    2. Silvestri, Raffaele & Bocconcelli, Roberta & Carloni, Elisa & Pagano, Alessandro, 2022. "Interorganizational R&D projects in clustering contexts: A resource interaction perspective," Journal of Business Research, Elsevier, vol. 148(C), pages 343-355.
    3. Sofia Lingegård & Malena I. Havenvid & Per-Erik Eriksson, 2021. "Circular Public Procurement through Integrated Contracts in the Infrastructure Sector," Sustainability, MDPI, vol. 13(21), pages 1-19, October.
    4. Ermal Hetemi & Joaquin Ordieres-Meré & Cali Nuur, 2020. "An Institutional Approach to Digitalization in Sustainability-Oriented Infrastructure Projects: The Limits of the Building Information Model," Sustainability, MDPI, vol. 12(9), pages 1-20, May.
    5. Baraldi, Enrico & Ciabuschi, Francesco & Kronlid, Carl & Lindahl, Olof, 2022. "Managing interorganizational interactions for social impact: A study of two antibiotics R&D networks," Journal of Business Research, Elsevier, vol. 141(C), pages 264-278.

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