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Strategic partnering motives of clients, contractors, and subcontractors in the Dutch retrofit market

Conference paper (2022)
Copyright: © 2022 J.S.J. Koolwijk, C.J. van Oel
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Published Date

2022

Language

English

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Abstract

This study investigates the motives of clients, contractors and
subcontractors and underlying conditions favoring strategic partnering formation in the Dutch retrofit market. In-depth interviews were conducted with six clients, six contractors, and two subcontractors concerning four cases in the Netherlands. To identify motives, the data from the 14 interviews were coded with Atlas TI based on a theoretical framework. The thematic analysis revealed the main motives. The main finding of this study was that clients and contractors form strategic partnerships for different reasons: clients unite to exploit the knowledge and capabilities of their supplying partners, while contractors and subcontractors unite to improve their market position. Both motives may be exchanged when clients offer contractors and subcontractors a long-term perspective. This finding shows managers in the construction industry that, to maintain a strategic partnership, it is important to understand and discuss the motives of each partner and how they can be exchanged.