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The development of long term relationships between consultants and project managers in construction supply chain in Malaysia


  • Faisol, Nasruddin
  • Jaafar, Harlina Suzana


Purpose: The purpose of the study is to explore the relationship development process between consultants and a project management firm in Malaysia. Research approach: This qualitative study was based on 6 in-depth semi-structured interviews which were carried out with the owners and senior managers of five consultant firms (an architect, quantity surveyors and structural and civil consultants) and the director of a project management firm. The data were analysed using thematic analysis method. Findings and Originality: Although theoretically, a well developed relationship has to go through five phases of relationship development process (awareness, exploration, expansion, commitment and dissolution), the findings reveal that every consultant’s relationship with the project management firm appeared to exhibit additional developmental stages to those which are established within the literature. The results revealed that the practices that lead to a successful or failed inter-organisational relationship are greatly influenced by interpersonal factors rather than the organisation’s performance-related factors. Research impact: This study has explored various ways in which the cultural values play significant roles in the development of long term relationships among organisations in the construction supply chain. Practical impact: This study brings new dimensions in the context of inter-organisational construction supply chain through the significant use of cultural values, which could be practiced by other supply chains.

Suggested Citation

  • Faisol, Nasruddin & Jaafar, Harlina Suzana, 2011. "The development of long term relationships between consultants and project managers in construction supply chain in Malaysia," MPRA Paper 34659, University Library of Munich, Germany.
  • Handle: RePEc:pra:mprapa:34659

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    References listed on IDEAS

    1. Erin Anderson & Barton Weitz, 1989. "Determinants of Continuity in Conventional Industrial Channel Dyads," Marketing Science, INFORMS, vol. 8(4), pages 310-323.
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    Cited by:

    1. Saari Ahmad Sbmuumcob & Mustakim Melan Stml Uumcob, 2014. "Challenges and Impact of Open Market Concepts in Haulage Industry," International Journal of Academic Research in Accounting, Finance and Management Sciences, Human Resource Management Academic Research Society, International Journal of Academic Research in Accounting, Finance and Management Sciences, vol. 4(4), pages 16-26, October.

    More about this item


    relationship development process; personal relationship; cultural values; indebtedness; construction supply chain;

    JEL classification:

    • D23 - Microeconomics - - Production and Organizations - - - Organizational Behavior; Transaction Costs; Property Rights
    • L2 - Industrial Organization - - Firm Objectives, Organization, and Behavior
    • D2 - Microeconomics - - Production and Organizations
    • Z1 - Other Special Topics - - Cultural Economics

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