Research Article
Dec 1981
Marketing Construction Management Services
Publication: Journal of the Construction Division
Volume 107, Issue 4
Abstract
A survey of ninety-five construction management firms and two hundred twenty-two construction management clients was undertaken to assess marketing practices and preferences. Forty-nine firms and forty-six clients responded to the survey. An analysis of the firms' responses indicated that the most important determinent of contract awards was the amount of general experience of the firm. Clients stressed the importance of the quality of services provided by the firm. Clients desired more information to assess the quality of the firm's proposed project manager. A marketing model is developed to assist construction management firms in positioning their marketing efforts. The model focuses upon the project manager, the project team, and requires that the firm include information to enable the clients to evaluate the firm's flexibility of their problem solutions to the clients' construction management problems.
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Information & Authors
Information
Published In
Journal of the Construction Division
Volume 107 • Issue 4 • December 1981
Pages: 665 - 677
Copyright
© 1981 American Society of Civil Engineers.
History
Published in print: Dec 1981
Published online: Feb 11, 2021
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Authors
Affiliations
L. William Murray
Prof. of Business Administration, McLaren College of Business Administration, Univ. of San Francisco, San Francisco, Calif.
Ron Woywitka
Grad. Research Asst., Univ. of San Francisco, San Francisco, Calif.
Evelyn R. Gallardo
Sunil Aggarwal
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Terms of Use: ASCE Library Cards are for individual, personal use only. Reselling, republishing, or forwarding the materials to libraries or reading rooms is prohibited.