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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. 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.
    2. Lauri Koskela & John Rooke & Mohan Siriwardena, 2016. "Evaluation of the Promotion of Through-Life Management in Public Private Partnerships for Infrastructure," Sustainability, MDPI, Open Access Journal, vol. 8(6), pages 1-23, June.
    3. 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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