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Afzal, F, Yunfei, S, Sajid, M and Afzal, F (2019) Integrated priority decision index for risk assessment in chaos: cost overruns in transport projects. Engineering, Construction and Architectural Management, 27(04), 825–49.
Bonanomi, M M, Hall, D M, Staub-French, S, Tucker, A and Talamo, C M L (2019) The impact of digital transformation on formal and informal organizational structures of large architecture and engineering firms. Engineering, Construction and Architectural Management, 27(04), 872–92.
Cole, R J (1999) Building environmental assessment methods: clarifying intentions. Building Research & Information, 27(04), 230–46.
Cole, R J (1999) Postscript: Green Building Challenge 2000. Building Research & Information, 27(04), 342–3.
Cole, R J and Larsson, N K (1999) GBC '98 and GBTool: background. Building Research & Information, 27(04), 221–9.
Cole, R J and Mitchell, L (1999) Customizing and using GBTool: two case-study projects. Building Research & Information, 27(04), 257–76.
Comet, C (2009) Social capital and profits of small firms in the French construction industry. Construction Management and Economics, 27(04), 411–8.
El-Sayegh, S M (2009) Multi-criteria decision support model for selecting the appropriate construction management at risk firm. Construction Management and Economics, 27(04), 385–98.
Feghaly, J, El Asmar, M, Ariaratnam, S and Bearup, W (2019) Selecting project delivery methods for water treatment plants. Engineering, Construction and Architectural Management, 27(04), 936–51.
Glaumann, M, Malm, T and Larsson, J (1999) Evaluation of green buildings in Sweden. Building Research & Information, 27(04), 276–85.
Kannimuthu, M, Raphael, B, Ekambaram, P and Kuppuswamy, A (2019) Comparing optimization modeling approaches for the multi-mode resource-constrained multi-project scheduling problem. Engineering, Construction and Architectural Management, 27(04), 893–916.
Li, H, Lu, W and Huang, T (2009) Rethinking project management and exploring virtual design and construction as a potential solution. Construction Management and Economics, 27(04), 363–71.
Lingard, H C, Cooke, T and Blismas, N (2009) Group-level safety climate in the Australian construction industry: within-group homogeneity and between-group differences in road construction and maintenance. Construction Management and Economics, 27(04), 419–32.
Liu, J and Cheah, C Y J (2009) Real option application in PPP/PFI project negotiation. Construction Management and Economics, 27(04), 331–42.
Luo, M, Fan, H and Liu, G (2019) Measuring regional differences of construction productive efficiency in China. Engineering, Construction and Architectural Management, 27(04), 952–74.
Ma, H, Liu, Z, Zeng, S, Lin, H and Tam, V W (2019) Does megaproject social responsibility improve the sustainability of the construction industry?. Engineering, Construction and Architectural Management, 27(04), 975–96.
Manoliadis, O G, Pantouvakis, J-P and Christodoulou, S E (2009) Improving qualifications-based selection by use of the fuzzy Delphi method. Construction Management and Economics, 27(04), 373–84.
Rees, W E (1999) The built environment and the ecosphere: a global perspective. Building Research & Information, 27(04), 206–20.
Smyth, H and Fitch, T (2009) Application of relationship marketing and management: a large contractor case study. Construction Management and Economics, 27(04), 399–410.
- Type: Journal Article
- Keywords: change management; organizational behaviour; relationship management; relationship marketing
- ISBN/ISSN: 0144-6193
- URL: https://doi.org/10.1080/01446190902777365
- Abstract:
Marketing-led enterprise change management initiated by a major UK contractor is explored in this paper as a contrast to procurement-led changes to projects driven by clients. Procurement-led initiatives try to induce changes to behaviour through market governance. Relationship marketing and management proactively change organizational behaviour, the enterprise taking responsibility for its own destiny. Investment and resource allocation, and organizational behaviour have posed constraints, particularly concerning service continuity in construction. Overcoming these constraints offers opportunities for delivering service improvements and adding value for clients and yielding further increases in repeat business and increasing profitability. Relationship marketing is the conceptual starting point, application developing into relationship management in line with theory. The main relationship marketing tenets are outlined. In the case explored key account management (KAM) principles are adopted as the conceptual point of departure for introducing relationship marketing processes. Adoption resulted in some minor restructuring and provided the basis for a series of process changes. Application is producing early results in terms of increased client satisfaction, consequential repeat business, inducing greater cross-functional communication and collaboration within the firm resulting in cross-selling opportunities between market segments. Some repeat business is producing higher margins in response to meeting demands of the clients.
Todd, J A and Geissler, S (1999) Regional and cultural issues in environmental performance assessment for buildings. Building Research & Information, 27(04), 247–56.
Tone, K, Skitmore, M and Wong, J K W (2009) An investigation of the impact of cross-cultural communication on the management of construction projects in Samoa. Construction Management and Economics, 27(04), 343–61.
Viles, E, Rudeli, N C and Santilli, A (2019) Causes of delay in construction projects: a quantitative analysis. Engineering, Construction and Architectural Management, 27(04), 917–35.
Wang, S, Tang, J, Zou, Y and Zhou, Q (2019) Research on production process optimization of precast concrete component factory based on value stream mapping. Engineering, Construction and Architectural Management, 27(04), 850–71.