Marketing-led enterprise change management initiated by a major UK contractor is explored in this paper as a contrast to procurement-led changes to projects driven by clients. Procurement-led initiatives try to induce changes to behaviour through market governance. Relationship marketing and...

Recent work on pricing has shown that neoclassical microeconomic theory (NCMT) is preferred to tendering theory and that implied by absorption, or full-cost, pricing of construction work because of its explicit treatment of market conditions, competitor behaviour and firm capacity levels....