Advanced Search
MyIDEAS: Login to save this paper or follow this series

Exporting Consultancy Services in the Infrastructure Sectors: The Determinants of Obtaining Assignments

Contents:

Author Info

  • Svensson, Roger

    ()
    (The Research Institute of Industrial Economics)

Abstract

A unique database on individual tender documents is used to analyze the relationship between strategical factors and outcomes when technical consultancy firms (TCFs) compete for foreign assignments in the infrastructure sectors. TCFs, which sell services based on human capital, have a large focus on developing countries and thereby a high dependence on aid organizations. These organizations claim that technological factors as, e.g., the quality of the technical offers and the skill and experience of the TCFs' employees, are the most important factors when tender documents are evaluated. The results of the estimations show, however, that long-term relations between the TCF and the client - especially whether the TCF has had previous experience of, or has visited, the client - are at least as important as traditional technological factors. Local presence in the form of local offices has also some influence on the outcome.

Download Info

If you experience problems downloading a file, check if you have the proper application to view it first. In case of further problems read the IDEAS help page. Note that these files are not on the IDEAS site. Please be patient as the files may be large.
File URL: http://swopec.hhs.se/iuiwop/papers/iuiwop0508.pdf.zip
Download Restriction: no

File URL: http://swopec.hhs.se/iuiwop/papers/iuiwop0508.pdf
Download Restriction: no

File URL: http://swopec.hhs.se/iuiwop/papers/iuiwop0508.ps.zip
Download Restriction: no

File URL: http://swopec.hhs.se/iuiwop/papers/iuiwop0508.ps
Download Restriction: no

File URL: http://swopec.hhs.se/iuiwop/papers/iuiwop0508.fig.pdf
File Function: Figure
Download Restriction: no

Bibliographic Info

Paper provided by Research Institute of Industrial Economics in its series Working Paper Series with number 508.

as in new window
Length: 27 pages
Date of creation: 15 Nov 1998
Date of revision:
Handle: RePEc:hhs:iuiwop:0508

Contact details of provider:
Postal: Research Institute of Industrial Economics, Box 55665, SE-102 15 Stockholm, Sweden
Phone: +46 8 665 4500
Fax: +46 8 665 4599
Email:
Web page: http://www.ifn.se/
More information through EDIRC

Related research

Keywords: Technical consultancy firms; aid organizations; Tender documents; Long-term relations;

Find related papers by JEL classification:

This paper has been announced in the following NEP Reports:

References

References listed on IDEAS
Please report citation or reference errors to , or , if you are the registered author of the cited work, log in to your RePEc Author Service profile, click on "citations" and make appropriate adjustments.:
as in new window
  1. Morrison, Catherine J & Schwartz, Amy Ellen, 1996. "State Infrastructure and Productive Performance," American Economic Review, American Economic Association, vol. 86(5), pages 1095-1111, December.
Full references (including those not matched with items on IDEAS)

Citations

Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
as in new window

Cited by:
  1. Svensson, Roger, 2000. "Visits to the Client when Tendering for Consulting Contracts: Sourcing Information or Influencing the Client?," Working Paper Series 531, Research Institute of Industrial Economics.

Lists

This item is not listed on Wikipedia, on a reading list or among the top items on IDEAS.

Statistics

Access and download statistics

Corrections

When requesting a correction, please mention this item's handle: RePEc:hhs:iuiwop:0508. See general information about how to correct material in RePEc.

For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Elisabeth Gustafsson).

If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

If references are entirely missing, you can add them using this form.

If the full references list an item that is present in RePEc, but the system did not link to it, you can help with this form.

If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your profile, as there may be some citations waiting for confirmation.

Please note that corrections may take a couple of weeks to filter through the various RePEc services.