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Al‐Harbi, K M, Johnston, D W and Fayadh, H (1994) Building Construction Detailed Estimating Practices in Saudi Arabia. Journal of Construction Engineering and Management, 120(04), 774–84.

de Neufville, R and Smith, J T (1994) Improving Contractors' Bids Using Preference Reversal Phenomenon. Journal of Construction Engineering and Management, 120(04), 706–19.

  • Type: Journal Article
  • Keywords: Bids; Construction management; Contractors; Human behavior; Construction costs; Contract management;
  • ISBN/ISSN: 0733-9364
  • URL: https://doi.org/10.1061/(ASCE)0733-9364(1994)120:4(706)
  • Abstract:
    Owners of projects have the opportunity to improve the bids obtained from bidders by using a well‐known psychological phenomenon called “preference reversal.” This is a systematic tendency of people, to pay more than they should for less attractive choices in specific situations—a phenomenon that has been extensively documented by psychologists. In the present research this effect was demonstrated experimentally for the field of construction in several series of structured interviews with professionals in construction management and real estate development regarding realistic bidding situations. The strength of the effect was found to depend on two factors recently shown to have a strong influence on contractors' behavior: the risk of the project and the contractor's need‐for‐work. The pervasiveness of the preference reversal phenomenon in the construction industry has implications for owners of projects to help reduce their costs: owners should structure the design process as a construction management project and then shift to a lump sum contract for the construction phase.

Dowding, C H (1994) Ground Motions and Air‐Blast Effects of Explosive Demolition of Structures. Journal of Construction Engineering and Management, 120(04), 838–56.

Hinze, J and Brown, J (1994) Properties of Soundless Chemical Demolition Agents. Journal of Construction Engineering and Management, 120(04), 816–27.

Lutz, J D, Halpin, D W and Wilson, J R (1994) Simulation of Learning Development in Repetitive Construction. Journal of Construction Engineering and Management, 120(04), 753–73.

McCullouch, B G and Lueprasert, K (1994) 2D Bar‐Code Applications in Construction. Journal of Construction Engineering and Management, 120(04), 739–52.

Naoum, S G (1994) Critical Analysis of Time and Cost of Management and Traditional Contracts. Journal of Construction Engineering and Management, 120(04), 687–705.

Salim, M and Bernold, L E (1994) Effects of Design‐Integrated Process Planning on Productivity in Rebar Placement. Journal of Construction Engineering and Management, 120(04), 720–38.

Semple, C, Hartman, F T and Jergeas, G (1994) Construction Claims and Disputes: Causes and Cost/Time Overruns. Journal of Construction Engineering and Management, 120(04), 785–95.

Songer, A D, Ibbs, C W and Napier, T R (1994) Process Model for Public Sector Design‐Build Planning. Journal of Construction Engineering and Management, 120(04), 857–74.

Stevens, J D and Murray, A L (1994) Modified Roof Erection System. Journal of Construction Engineering and Management, 120(04), 828–37.

Thabet, W Y and Beliveau, Y J (1994) HVLS: Horizontal and Vertical Logic Scheduling for Multistory Projects. Journal of Construction Engineering and Management, 120(04), 875–92.

Tommelein, I D, Carr, R I and Odeh, A M (1994) Assembly of Simulation Networks Using Designs, Plans, and Methods. Journal of Construction Engineering and Management, 120(04), 796–815.