Referees for Volume 25 (2007) |
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| Authors: | Bee‐Lan Oo Derek S. Drew Goran Runeson |
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| Affiliation: | 1. School of Civil Engineering , The University of Sydney , Building J05, Sydney , NSW, 2006 , Australia b.oo@civil.usyd.edu.au;3. Department of Building and Real Estate , The Hong Kong Polytechnic University , Kowloon , Hong Kong;4. The Faculty of Design, Architecture and Building , University of Technology , Sydney , NSW 2007 , Australia |
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| Abstract: | Bidding strategies vary from contractor to contractor, each of which will have different degrees of sensitivity towards the factors affecting their bidding decisions. A competitor analysis using a linear mixed model is proposed for use by contractors as part of a more informed approach in identifying key competitors, and as a basis for formulating bidding strategies. The competitiveness between bids is examined according to: (i) project size, (ii) work sector; (iii) work nature; and (iv) number of bidders. The model was tested empirically by application to a bidding dataset obtained from a large Hong Kong contractor. Allowing for different degrees of sensitivity towards the four bidding variables across competing contractors (i.e. with the model parameters that varied across competing contractors), the results indicate that competitiveness in bidding of this contractor is generally greater than the majority of its competitors. |
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| Keywords: | Bidding competitor analysis competitiveness |
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