A framework for contractors to reach strategically correct bid/no bid and mark-up size decisions

Egemen, Mehmedali; Mohamed, Abdulrezak N.

doi:10.1016/j.buildenv.2005.11.016

Cited by 90 publications

(129 citation statements)

References 24 publications

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“…Research had been done by [2] with a research title A Frame Work for Contractors to Reach Strategically Correct Bid/no Bid and Mark-up Size Decisions. The goal to be achieved is to identify factors related to the final decision which made structuring in a hierarchy.…”

Section: A Previous Research Resultsmentioning

confidence: 99%

The Analysis Of Factors Influencing The Contractor Bid / No Bid Decision Making And The Success Of Tender Bids In Procurement Of Services Construction At PT Inalum (Persero)

Harahap¹

2018

Proceedings of the 1st Economics and Business International Conference 2017 (EBIC 2017)

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Abstract-The reliable infrastructures support the success of the company operation dan such achievement would be gained if planning, monitoring and maintaining of the infrastrucutures executed correctly and timely. One method in getting the reliable infrastructures by means of outsource to another party (contractor). This outsource shall be carried oTut in effective and efficient manner, both gained values and expenditured costs point of view. To achieve such goal, it is deemed necessary to make an effective tender of procurement, it means that the tender will bring the company getting a favorable value and the effectiveness can be traced through how many contractors participated and quoted the tender bids as response the quotations offered by the company.Keyword-effective tender, dominant factors influencing bid decision making and success, dominant factors influencing no bid decision making

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Section: A Previous Research Resultsmentioning

confidence: 99%

The Analysis Of Factors Influencing The Contractor Bid / No Bid Decision Making And The Success Of Tender Bids In Procurement Of Services Construction At PT Inalum (Persero)

Harahap¹

2018

Proceedings of the 1st Economics and Business International Conference 2017 (EBIC 2017)

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“…In this type of contracts, the first important decision of contractors is the bid/nobid decision, as the tendering is costly and time-consuming activity for construction companies. Several studies have investigated the affecting factors in bid decision, of which some are related to the marketing direction and strategies such as the project's contribution in increasing brand strength and market share, entering new market, and effect in referral markets [70]. If the contractor decided to bid, first they usually should participate in the prequalification process used by clients to evaluate the capability of contractors based on various parameters.…”

Section: Project-based Marketing Practicesmentioning

confidence: 99%

Construction Marketing: Developing a Reference Framework

Mokhtariani

Sebt

Davoudpour

2017

Advances in Civil Engineering

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Successful companies are strongly committed to marketing management. However, marketing is either misunderstood or completely neglected in many construction companies, mainly due to the difficulty of applying conventional marketing in the industry, accompanied by the lack of sufficient research on the nature of marketing and tailored marketing theories and strategies for the construction. This study attempts to fill a part of this gap by examining the nature of the construction industry from the marketing viewpoint and developing a comprehensive framework. A systematic investigation into the nature via a combination of Kotler's product classification system and Lovelock's classification criteria reveals that construction is an "industrial, project-based, and primarily service-oriented" (IPS) product with specific characteristics from the marketing perspective. Based on this nature, a reference framework for strategic marketing planning is developed through a literature review based on grounded theory and using the focus group discussion as a refinement tool. The framework indicates that construction companies are involved in and should plan for three working fields-project-based activities, relationship marketing, and marketing mix-related functions. The findings provide a fundamental basis that helps researchers and practitioners gain a true understanding of the concepts and scope of construction marketing and draw a clear and practical roadmap for future work.

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“…Contractors have placed different degrees of preference and sensitivity toward factors affecting their bidding decisions as reported in many survey studies (e.g. Shash, 1993;Ling, 2005;Egemen and Mohamed, 2007). As an illustration of the notion of heterogeneity, Oo, Drew and Lo (2010a) used an example of bidding competition for a school project.…”

Section: The Notion Of Heterogeneitymentioning

confidence: 99%

Construction Procurement: Modelling Bidders’ Learning in Recurrent Bidding

Oo¹,

Ling

Soo³

2015

CEB

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Construction remains a significant area of public expenditure. An understanding of the process of changes in construction pricing, and how the process can be manipulated through the release of bidding feedback information is vital, in order to best design clients’ procurement policies. This paper aims to statistically model inexperienced individual bidders’ learning in recurrent bidding under partial and full information feedback conditions. Using an experimental dataset, the developed linear mixed model contains three predictor variables, namely: time factor, information feedback conditions, and bidding success rate in the preceding round. The results show nonlinearity and curvature in the bidders’ learning curves. They are generally less competitive in time periods after a winning bid with lower average bids submitted by those subjected to full information feedback condition. In addition, the model has captured the existence of heterogeneity across bidders with individual-specific parameter estimates that demonstrate the uniqueness of individual bidders’ learning curves in recurrent bidding. The findings advocate for adequate bidding feedback information in clients’ procurement design to facilitate learning among contractors, which may in turn lead to increased competitiveness in their bids.

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A framework for contractors to reach strategically correct bid/no bid and mark-up size decisions

Cited by 90 publications

References 24 publications

The Analysis Of Factors Influencing The Contractor Bid / No Bid Decision Making And The Success Of Tender Bids In Procurement Of Services Construction At PT Inalum (Persero)

The Analysis Of Factors Influencing The Contractor Bid / No Bid Decision Making And The Success Of Tender Bids In Procurement Of Services Construction At PT Inalum (Persero)

Construction Marketing: Developing a Reference Framework

Construction Procurement: Modelling Bidders’ Learning in Recurrent Bidding

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