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Bresnen, M and Marshall, N (2000) Motivation, commitment and the use of incentives in partnerships and alliances. Construction Management and Economics, 18(05), 587-98.

  • Type: Journal Article
  • Keywords: alliancing; commitment; incentives; motivation; partnering
  • ISBN/ISSN: 0144-6193
  • URL: https://doi.org/10.1080/014461900407392
  • Abstract:

    The use of incentives in partnering and alliancing has been seen as an important way of reinforcing collaboration in the short term and helping to build trust between clients and contractors in the long term. Yet only rarely has the impact of incentives on such relationships been discussed, let alone subjected to systematic investigation. This is despite a wealth of theory and research which brings into question the use of incentives and reinforcers as ways of generating motivation and commitment. Drawing upon this theoretical knowledge base and using evidence from a number of case studies of partnerships and alliances, this paper demonstrates how a number of important cognitive and social dimensions affect the use and impact of incentives, sometimes in ways contrary to those intended. The conclusion drawn is that there are important limitations to the use of incentives as means of reinforcing collaboration and developing commitment and trust, and that this raises questions more generally about the assumptions that underlie many of the practical ’tools and techniques’ commonly associated with partnering and alliancing.

Crosthwaite, D (2000) The global construction market: a cross-sectional analysis. Construction Management and Economics, 18(05), 619-27.

Fong, P S-W and Choi, S K-Y (2000) Final contractor selection using the analytical hierarchy process. Construction Management and Economics, 18(05), 547-57.

Holm, M G (2000) Service management in housing refurbishment: a theoretical approach. Construction Management and Economics, 18(05), 525-33.

Hoxley, M (2000) Are competitive fee tendering and construction professional service quality mutually exclusive?. Construction Management and Economics, 18(05), 599-605.

Hua, G B and Pin, T H (2000) Forecasting construction industry demand, price and productivity in Singapore: the Box-Jenkins approach. Construction Management and Economics, 18(05), 607-18.

Landin, A (2000) ISO 9001 within the Swedish construction sector. Construction Management and Economics, 18(05), 509-18.

Loosemore, M and Tan, C C (2000) Occupational stereotypes in the construction industry. Construction Management and Economics, 18(05), 559-66.

Love, P E D, Mandal, P, Smith, J and Li, H (2000) Modelling the dynamics of design error induced rework in construction. Construction Management and Economics, 18(05), 567-74.

Munns, A K and Al-Haimus, K M (2000) Estimating using cost significant global cost models. Construction Management and Economics, 18(05), 575-85.

Nicholas, J, Holt, G D and Mihsein, M (2000) Contractor financial credit limits: their derivation and implications for materials suppliers. Construction Management and Economics, 18(05), 535-45.

Odeyinka, H A (2000) An evaluation of the use of insurance in managing construction risks. Construction Management and Economics, 18(05), 519-24.