Lykidis, VA;
(2007)
Investigating power and leverage in long-term relationships between retail clients and contractors: The case of the Greek construction industry.
Doctoral thesis , UCL (University College London).
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Abstract
The present thesis investigates the contractor's view on several attributes that govern the dyadic long-term relationships between retail clients and contractors at the first tier of the construction supply chain. Based on the suggestion that the commercial outcome of long-term relationships between client and contractors is most likely a basis of contention between the two parties the aim is at revealing the power and leverage perspectives of each participant and the overall efficiency of the dyadic relationship. The analysis is based on interviews conducted with participants from a specific contractor of the Greek construction industry regarding dyadic relationships developed with three major retail clients. Results show that the regularity and high volume of demand although widely considered as the prerequisite of the success is not a sufficient condition for successive collaboration. Other soft issues—for example trust, transparency and so on—may arise that, when combined with the different sourcing options and managerial styles, result in complex and dynamic power structures. Case studies also indicate some key drivers of repositioning in favour of the contractor, as the last becomes more "knowledgeable" with additive experience and when certain conditions—for example development of isolating mechanisms—foster competition elimination. This dynamically evolving power game between the contractor and the client is observed at all cases shaping the contractor's perception on the ideal and optimal power position and motivating a joint monopoly between inherently powerful repeat clients and strengthened—through expertise and other knowledge acquired by competing with the rest of the industry to bargain a better power position—contractors. Keywords: retail clients, power and leverage, long-term relationships, dynamic power structures.
| Type: | Thesis (Doctoral) |
|---|---|
| Title: | Investigating power and leverage in long-term relationships between retail clients and contractors: The case of the Greek construction industry |
| Open access status: | An open access version is available from UCL Discovery |
| Language: | English |
| Additional information: | Thesis digitised by ProQuest. |
| UCL classification: | |
| URI: | https://discovery.ucl.ac.uk/id/eprint/1569296 |
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