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Motivation, commitment and the use of incentives in partnerships and alliances

Author

Listed:
  • Mike Bresnen
  • Nick Marshall

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.

Suggested Citation

  • Mike Bresnen & Nick Marshall, 2000. "Motivation, commitment and the use of incentives in partnerships and alliances," Construction Management and Economics, Taylor & Francis Journals, vol. 18(5), pages 587-598.
    • Handle: RePEc:taf:conmgt:v:18:y:2000:i:5:p:587-598
    DOI: 10.1080/014461900407392
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    Citations

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    Cited by:

    1. Per Erik Eriksson, 2010. "Partnering: what is it, when should it be used, and how should it be implemented?," Construction Management and Economics, Taylor & Francis Journals, vol. 28(9), pages 905-917.
    2. Ulrika Badenfelt, 2010. "I trust you, I trust you not: a longitudinal study of control mechanisms in incentive contracts," Construction Management and Economics, Taylor & Francis Journals, vol. 28(3), pages 301-310.
    3. Hao Lu & Pardis Pishdad-Bozorgi & Guangbin Wang & Yingxia Xue & Dan Tan, 2019. "ICT Implementation of Small- and Medium-Sized Construction Enterprises: Organizational Characteristics, Driving Forces, and Value Perceptions," Sustainability, MDPI, vol. 11(12), pages 1-20, June.
    4. Bidabadi Zahra Toroghi & Hosseinalipour Mujtaba & Hamidizadeh Mohammad Reza & Mohebifar Amirhossein, 2016. "Supply chain collaboration within the Iranian construction industry," Organization, Technology and Management in Construction, Sciendo, vol. 8(1), pages 1437-1445, December.
    5. Maryam R. Nezami & Mark L. C. de Bruijne & Marcel J. C. M. Hertogh & Hans L. M. Bakker, 2022. "Collaboration and Data Sharing in Inter-Organizational Infrastructure Construction Projects," Sustainability, MDPI, vol. 14(24), pages 1-19, December.
    6. da Luz Pereira, António & Ramalho, André & Viana, João & Pinto Hespanhol, Alberto & Freitas, Alberto & Biscaia, André, 2021. "The effect of commissioning on Portuguese Primary Health Care units’ performance: A four-year national analysis," Health Policy, Elsevier, vol. 125(6), pages 709-716.
    7. Rose, Timothy & Manley, Karen, 2011. "Motivation toward financial incentive goals on construction projects," Journal of Business Research, Elsevier, vol. 64(7), pages 765-773, July.
    8. Yongcheng Fu & Yongqiang Chen & Shuibo Zhang & Wenqian Wang, 2015. "Promoting cooperation in construction projects: an integrated approach of contractual incentive and trust," Construction Management and Economics, Taylor & Francis Journals, vol. 33(8), pages 653-670, August.
    9. Wang, Shuli & Shen, Wenxin & Tang, Wenzhe & Wang, Yunhong & Duffield, Colin F. & Hui, Felix Kin Peng, 2019. "Understanding the social network of stakeholders in hydropower project development: An owners' view," Renewable Energy, Elsevier, vol. 132(C), pages 326-334.
    10. Elin Marianne Smith & Anna Thomasson, 2018. "The Use of the Partnering Concept for Public–Private Collaboration: How Well Does it Really Work?," Public Organization Review, Springer, vol. 18(2), pages 191-206, June.
    11. Smith A. & Wood Gerard, 2019. "Target Cost Contracts and The Development of Collaborative Behaviours and Value for Money in The UK Construction Industry," Journal of International Business Research and Marketing, Inovatus Services Ltd., vol. 4(4), pages 7-15, May.
    12. Lauri Koskela & John Rooke & Mohan Siriwardena, 2016. "Evaluation of the Promotion of Through-Life Management in Public Private Partnerships for Infrastructure," Sustainability, MDPI, vol. 8(6), pages 1-23, June.
    13. Tang, Wenzhe & Li, Zhuoyu & Qiang, Maoshan & Wang, Shuli & Lu, Youmei, 2013. "Risk management of hydropower development in China," Energy, Elsevier, vol. 60(C), pages 316-324.

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