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Alshibani, A, El Ghazzawi, Y A, Mohammed, A, Ghaithan, A M and Hassanain, M A (2024) A multi-criteria decision-making model for heavy construction equipment replacement in Saudi Arabia. Journal of Financial Management of Property and Construction, 29(03), 485–511.
Amadi, A I (2024) Investigating ground-related design deficiencies as potential triggers to cost overruns in highway projects. Journal of Financial Management of Property and Construction, 29(03), 349–71.
Atapattu, C N, Domingo, N and Sutrisna, M (2024) A conceptual cost estimation model for the pre-design stage of road projects using multiple regression analysis. Journal of Financial Management of Property and Construction, 29(03), 388–404.
Badamasi, A A, Aryal, K R, Makarfi, U U and Dodo, M (2022) Drivers and barriers of virtual reality adoption in UK AEC industry. Engineering, Construction and Architectural Management, 29(03), 1307-18.
Barrientos-Orellana, A, Ballesteros-Pérez, P, Mora-Melia, D, González-Cruz, M C and Vanhoucke, M (2022) Stability and accuracy of deterministic project duration forecasting methods in earned value management. Engineering, Construction and Architectural Management, 29(03), 1449-69.
Bon, R and Crosthwaite, D (2001) The future of international construction: some results of 1992-1999 surveys. Building Research & Information, 29(03), 242–7.
Chandra, V and Loosemore, M (2011) Communicating about organizational culture in the briefing process: case study of a hospital project. Construction Management and Economics, 29(03), 223–31.
Choi, J O, Shrestha, B K, Kwak, Y H and Shane, J (2022) Exploring the benefits and trade-offs of design standardization in capital projects. Engineering, Construction and Architectural Management, 29(03), 1169-93.
Chowdhury, A N, Chen, P-H and Tiong, R L K (2011) Analysing the structure of public-private partnership projects using network theory. Construction Management and Economics, 29(03), 247–60.
Davidson, C H (2001) Technology watch in the construction sector: why and how?. Building Research & Information, 29(03), 233–41.
Demirkesen, S and Tezel, A (2022) Investigating major challenges for industry 4.0 adoption among construction companies. Engineering, Construction and Architectural Management, 29(03), 1470-503.
Eghbali-Zarch, M, Tavakkoli-Moghaddam, R, Dehghan-Sanej, K and Kaboli, A (2022) Prioritizing the effective strategies for construction and demolition waste management using fuzzy IDOCRIW and WASPAS methods. Engineering, Construction and Architectural Management, 29(03), 1109-38.
Guo, J, Chen, J and Xie, Y (2022) Determining a reasonable concession period for risky transportation BOT projects with government subsidies based on cumulative prospect theory. Engineering, Construction and Architectural Management, 29(03), 1396-426.
Hernández-Nicolás, C M, Martín-Ugedo, J F and Minguez-Vera, A (2022) Women CEOs and firm performance in the construction industry: evidence from Spain. Engineering, Construction and Architectural Management, 29(03), 1343-57.
Jawad, S and Ledwith, A (2022) A measurement model of project control systems success for engineering and construction projects case study: contractor companies in Saudi's petroleum and chemical industry. Engineering, Construction and Architectural Management, 29(03), 1218-40.
Kadan, R, Omotayo, T S, Boateng, P, Nani, G and Wilson, M (2024) The application of Bayesian network analysis in demystifying construction project subcontracting complexities for developing countries. Journal of Financial Management of Property and Construction, 29(03), 444–69.
Koolwijk, J, van Oel, C and Bel, M (2022) The interplay between financial rules, trust and power in strategic partnerships in the construction industry. Engineering, Construction and Architectural Management, 29(03), 1089-108.
Koskela, L and Vrijhoef, R (2001) Is the current theory of construciton a hindrance to innovation?. Building Research & Information, 29(03), 197–207.
Laryea, S (2011) Quality of tender documents: case studies from the UK. Construction Management and Economics, 29(03), 275–86.
Li, H, Guo, H L, Skitmore, M, Huang, T, Chan, K Y N and Chan, G (2011) Rethinking prefabricated construction management using the VP-based IKEA model in Hong Kong. Construction Management and Economics, 29(03), 233–45.
Lin, Y and Yang, W (2022) Tri-optimization of building shape and envelope properties using Taguchi and constraint limit method. Engineering, Construction and Architectural Management, 29(03), 1284-306.
Maina, J J (2024) Modelling business performance from marketing practices of architecture firms in Nigeria. Journal of Financial Management of Property and Construction, 29(03), 425–43.
- Type: Journal Article
- Keywords: architecture firms; business performance; construction industry; marketing; practices; strategies
- ISBN/ISSN: 1366-4387
- URL: https://doi.org/10.1108/JFMPC-07-2023-0047
- Abstract:
Purpose: This study aims to establish marketing practices which predict business performance of architecture firms within the Nigerian Construction Industry (NCI) to address the sustained poor business performance of firms, which affects allied professionals as many projects in the built environment depend on design proposals from architects. Design/methodology/approach: Survey responses from 86 firms were used to model business performance measured as total revenue of the firms from 40 commonly deployed marketing practices in construction. Findings: Two-thirds of the marketing practices most used by architectural firms were ineffective in predicting business performance. The model also explains up to half the variance in business performance (37.4–49.9%), supporting the view that marketing in the CI affects business performance. Researching client needs and competitors emerged as the only significant positive predictor of business performance (β = 0.827, p = 0.043). Using social media (β = −1.247, p = 0.004), regular participation in awards/competitions (β = −1.420, p = 0.013) and inclusion of political offers in bids (β = −1.050, p = 0.016) negatively predicted business performance. Practical implications: Architecture and allied professional bodies in Nigeria need to rethink existing restrictions regarding marketing based on traditional code of ethics in light of present-day realities of digital and internet business environments. Principals and management of architecture firms require a paradigm shift in deploying the appropriate marketing practices, especially as it relates to research regarding changing client expectations and current competition within the NCI. Originality/value: The study established marketing practices which model business performance and demonstrate their value in a framework for improving the financial sustainability of architecture firms within the NCI. © 2024, Emerald Publishing Limited.
Mbachu, J and Frei, M (2011) Diagnosing the strategic health of an organization from SWOT analysis results: case study of the Australasian cost management profession. Construction Management and Economics, 29(03), 287–303.
Naveed, F and Khan, K I A (2022) Investigating the influence of information complexity on construction quality: a systems thinking approach. Engineering, Construction and Architectural Management, 29(03), 1427-48.
Ndekugri, I, Silverio, A K and Mason, J (2024) Enforcing payment obligations under construction contracts by insolvency proceedings. Journal of Financial Management of Property and Construction, 29(03), 372–87.
Ni, G, Zhang, Z, Yuan, Z, Huang, H, Xu, N and Deng, Y (2022) Transformation paths and influencing factors of tacit knowledge into explicit knowledge in real estate companies: a qualitative study. Engineering, Construction and Architectural Management, 29(03), 1319-42.
Ogunseiju, O, Olayiwola, J, Akanmu, A and Olatunji, O A (2022) Evaluation of postural-assist exoskeleton for manual material handling. Engineering, Construction and Architectural Management, 29(03), 1358-75.
Oke, A E, Aliu, J, Ehiosun, L U, Ebekozien, A and Rotimi, A A (2024) From hurdles to heights: Blueprint for tackling distributed ledger technology challenges in the construction sector of a developing economy. Journal of Financial Management of Property and Construction, 29(03), 405–24.
Olawumi, T O and Chan, D W M (2022) Developing project evaluation models for smart sustainable practices implementation in construction projects: a comparative study between Nigeria and Hong Kong. Engineering, Construction and Architectural Management, 29(03), 1522-52.
Oraee, M, Hosseini, M R, Edwards, D and Papadonikolaki, E (2022) Collaboration in BIM-based construction networks: a qualitative model of influential factors. Engineering, Construction and Architectural Management, 29(03), 1194-217.
Rajhans, R K (2024) Promoters’ equity pledging, policy uncertainty and firm-level cash holding: Evidence from an emerging market. Journal of Financial Management of Property and Construction, 29(03), 470–84.
Seaden, G and Manseau, A (2001) Public policy and construction innovation. Building Research & Information, 29(03), 182–96.
Shan, Y, Goodrum, P M, Zhai, D, Haas, C and Caldas, C H (2011) The impact of management practices on mechanical construction productivity. Construction Management and Economics, 29(03), 305–16.
Sharma, V, Zaki, M, Jha, K N and Krishnan, N M A (2022) Machine learning-aided cost prediction and optimization in construction operations. Engineering, Construction and Architectural Management, 29(03), 1241-57.
Slaughter, E S (2001) Design strategies to increase building flexibility. Building Research & Information, 29(03), 208–17.
Stouffs, R (2001) Visualizing information structures and its impact on project teams: an information architecture for the virtual AEC company. Building Research & Information, 29(03), 218–32.
Tabish, S Z S and Jha, K N (2011) Analyses and evaluation of irregularities in public procurement in India. Construction Management and Economics, 29(03), 261–74.
Toosi, H, Ghaaderi, M A and Shokrani, Z (2022) Comparative study of academic research on project management in Iran and the World with text mining approach and TF–IDF method. Engineering, Construction and Architectural Management, 29(03), 1553-83.
Umar, T (2022) Challenges of BIM implementation in GCC construction industry. Engineering, Construction and Architectural Management, 29(03), 1139-68.
Wang, Y, Ye, G, Zheng, C and Zhang, S (2022) Total factor productivity growth and its decomposition in the Chinese construction industry since China's accession to the World Trade Organization. Engineering, Construction and Architectural Management, 29(03), 1258-83.
Yu, J, Ma, G, Ding, W, Mao, J and Wang, J (2022) Structural model for the relationships between age-friendly communities and quality of life of older adults in Hefei, China. Engineering, Construction and Architectural Management, 29(03), 1376-95.