scholarly journals Marketing for the project: project marketing by the contractor

2019 ◽  
Vol 12 (1) ◽  
pp. 211-227 ◽  
Author(s):  
John Rodney Turner ◽  
Laurence Lecoeuvre ◽  
Shankar Sankaran ◽  
Michael Er
Keyword(s):  
Life Cycle ◽  
Project Managers ◽  
Marketing Theory ◽  
Marketing Activity ◽  
Content Type ◽  
Sustainable Performance ◽  
New Business ◽  
Marketing Activities ◽  
Executive Managers ◽  
Project Contract

Purpose The purpose of this paper is to identify the marketing practices adopted by contractors in project-based industries to win new business and maintain relationships with existing clients. Design/methodology/approach The authors interviewed eight such contractors, and used activity theory as a lens to analyze the results. The authors investigated project marketing activities at four stages of the project contract life cycle, and against four enablers of collaboration. Findings The authors have identified that the service-dominant logic pervades project marketing. Through the project contract life cycle the marketing activity starts with a strategic focus, becomes tactical, then operational and returns to strategic. Project marketing involves executive managers, marketing, client or account managers and project managers. Project managers have a key responsibility for project marketing. The four enablers of collaboration, relationships, communication, going-with and trust, support each other and the entire project marketing activity. Research limitations/implications As a contribution to theory, the authors have identified the practices adopted by contractors in project-based industries to market their competencies to clients to win new work and maintain relationships with existing clients. The authors have identified practices throughout the contract life cycle, and practices to develop collaboration. The next step will be to explain these practices in terms of traditional marketing theory. Practical implications The results provide guidelines to contractors in project-based industries who wish to improve their marketing activity to achieve sustainable performance. Industry may also find it useful to train or coach their project managers to be conscious of their marketing role. Originality/value Previous work has been conceptual in nature and has speculated on the nature of the project marketing performed by contractors to win new projects, and set it against marketing done by the project. This research has empirically investigated the actual marketing practices adopted by project contracting organizations, shown how it varies through the project life cycle and shown how responsibility passes from senior management to the account team and then to project managers. It has also investigated the application of the four enablers of collaboration: relationships, communication, going-with and trust.

Sustainable life cycle offers through cooperation

2015 ◽  
Vol 4 (1) ◽  
pp. 4-24 ◽  
Author(s):  
Julia Selberherr
Keyword(s):  
Sustainable Development ◽  
Life Cycle ◽  
Business Model ◽  
Value Creation ◽  
Business Models ◽  
Service Providers ◽  
Construction Sector ◽  
Content Type ◽  
New Business ◽  
Societal Level

Purpose – Sustainable buildings bear enormous potential benefits for clients, service providers, and our society. To release this potential a change in business models is required. The purpose of this paper is to develop a new business model with the objective of proactively contributing to sustainable development on the societal level and thereby improving the economic position of the service providers in the construction sector. Design/methodology/approach – The modeling process comprises two steps, the formal structuring and the contextual configuration. In the formal structuring systems theory is used and two levels are analytically separated. The outside view concerns the business model’s interaction with the environment and its impact on sustainability. The inside view focusses on efficient value creation for securing sustainability. The logically deductively developed business model is subsequently theory-led substantiated with Giddens’ structuration theory. Findings – The relevant mechanisms for the development of a new service offer, which creates a perceivable surplus value to the client and contributes to sustainable development on the societal level, are identified. The requirements for an efficient value creation process with the objective of optimizing the service providers’ competitive position are outlined. Research limitations/implications – The model is developed logically deductively based on literature and embedded in a theoretical framework. It has not yet been empirically tested. Practical implications – Guidelines for the practical implementation of more sustainable business models for the provision of life cycle service offers are developed. Social implications – The construction industry’s impact requires it to contribute proactively to a more sustainable development of the society. Originality/value – This paper analyzes the role for the players in the construction sector in proactively contributing to sustainable development on the societal level. One feasible strategy is proposed with a new business model, which aims at cooperatively optimizing buildings and infrastructures and taking the responsibility for the operating phase via guarantees.

scholarly journals Online dating apps as a marketing channel: a generational approach

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Paulo Rita ◽  
Ricardo Filipe Ramos ◽  
Sérgio Moro ◽  
Marta Mealha ◽  
Lucian Radu
Keyword(s):  
Design Methodology ◽  
Online Dating ◽  
Marketing Channel ◽  
Marketing Activity ◽  
Male Population ◽  
Content Type ◽  
Dating Apps ◽  
Marketing Activities ◽  
Sentiment Score ◽  
Practical Implications

PurposeThis study aims to understand if an online dating app is considered an acceptable channel to conduct advertising activities and understand the differences between Generations X, Y and Z for such acceptance.Design/methodology/approachA total of 411 Tinder users’ reactions were obtained and analyzed using text mining to compute the sentiment score of each response, and a Kruskal–Wallis H test to verify if there are statistical differences between each generation.FindingsThe results showed positive acceptability toward the marketing campaign on Tinder, especially Z Generation. Nevertheless, the statistical analysis revealed that the differences between each generation are not statistically significant.Research limitations/implicationsThe main limitation relates to the fact that the participants, during the data collection, revealed their identification, perhaps leading to acquiescence bias. In addition, the study mainly covered the male population. A balanced sample would be positive to examine any possible differences between gender.Practical implicationsResults provide an essential indication for companies regarding their marketing activities conducted on Tinder to fully exploit the possibility of using Tinder as an alternative and valuable channel to conduct marketing activities.Originality/valueUp until now, no studies tried to understand the effect of a marketing activity online on an online dating app.

Marketing by, for and of the project: project marketing by three types of organizations

2017 ◽  
Vol 10 (4) ◽  
pp. 841-855 ◽  
Author(s):  
John Rodney Turner ◽  
Laurence Lecoeuvre
Keyword(s):  
Project Management ◽  
Design Methodology ◽  
Project Managers ◽  
Marketing Theory ◽  
Content Type ◽  
Organizational Perspective ◽  
Current Thinking ◽  
New Perspective ◽  
Practical Implications ◽  
Review Current

Purpose The purpose of this paper is to place project marketing within the framework of organizational project management. There has been an ongoing discussion in the project marketing literature about whether project marketing is part of project management or project management is part of project marketing. Marketing is done by organizations to create a demand for products or services that have value for customers. The authors identify three types of organization involved in the management of projects, the project, the initiator and the contractor, and review current thinking on how they market their products and services, and create networks and dialogs to bring value to stakeholders. Design/methodology/approach The authors review the literature on project marketing, and develop new models based on an organizational perspective. The authors develop propositions as a basis for further research. Findings Marketing is done by three types of organization. The authors label these as marketing BY the project, marketing FOR the project by the contractor, and marketing OF the investment made by the project by the investor. The authors draw links with marketing theory, and introduce the service-dominant logic as a new perspective on organizational project marketing. Research limitations/implications Traditionally, project marketing theory has taken the perspective of the overlap between project management and project marketing. The authors take an organizational perspective, and identify avenues for research into how the types of organization involved in the management of projects create dialog with their customers and stakeholders to exchange products and services that have value for them. Practical implications Project managers have not traditionally viewed project marketing as having relevance to them. The authors show that providing a service to stakeholders is an essential part of the management of projects. Originality/value The authors develop directions for research into project marketing as part of organizational project management.

PROMETHEE-based ranking of project managers based on the five personality traits

Kybernetes ◽  
2019 ◽  
Vol 49 (4) ◽  
pp. 1083-1102
Author(s):  
Georgios N. Aretoulis ◽  
Jason Papathanasiou ◽  
Fani Antoniou
Keyword(s):  
Personality Traits ◽  
Questionnaire Survey ◽  
Multicriteria Decision Making ◽  
Project Managers ◽  
Preference Ranking ◽  
Infrastructure Projects ◽  
Public Infrastructure ◽  
Content Type ◽  
The One ◽  
Selection Of

Purpose This paper aims to rank and identify the most efficient project managers (PMs) based on personality traits, using Preference Ranking Organization METHod for Enrichment Evaluations (PROMETHEE) methodology. Design/methodology/approach The proposed methodology relies on the five personality traits. These were used as the selection criteria. A questionnaire survey among 82 experienced engineers was used to estimate the required weights per personality trait. A second two-part questionnaire survey aimed at recording the PMs profile and assess the performance of personality traits per PM. PMs with the most years of experience are selected to be ranked through Visual PROMETHEE. Findings The findings suggest that a competent PM is the one that scores low on the “Neuroticism” trait and high especially on the “Conscientiousness” trait. Research limitations/implications The research applied a psychometric test specifically designed for Greek people. Furthermore, the proposed methodology is based on the personality characteristics to rank the PMs and does not consider the technical skills. Furthermore, the type of project is not considered in the process of ranking PMs. Practical implications The findings could contribute in the selection of the best PM that maximizes the project team’s performance. Social implications Improved project team communication and collaboration leading to improved project performance through better communication and collaboration. This is an additional benefit for the society, especially in the delivery of public infrastructure projects. A lot of public infrastructure projects deviate largely as far as cost and schedule is concerned and this is an additional burden for public and society. Proper project management through efficient PMs would save people’s money and time. Originality/value Identification of the best PMbased on a combination of multicriteria decision-making and psychometric tests, which focus on personality traits.

scholarly journals Multispecies Transcriptomics Data Set of Brugia malayi, Its Wolbachia Endosymbiont wBm, and Aedes aegypti across the B. malayi Life Cycle

2018 ◽  
Vol 7 (18) ◽  
Author(s):  
Matthew Chung ◽  
Laura Teigen ◽  
Silvia Libro ◽  
Robin E. Bromley ◽  
Nikhil Kumar ◽  
...  
Keyword(s):  
Life Cycle ◽  
Aedes Aegypti ◽  
Brugia Malayi ◽  
Adult Males ◽  
Data Set ◽  
Content Type ◽  
Transcriptomics Data ◽  
Wolbachia Endosymbiont ◽  
Males And Females ◽  
Stage 1

Here, we present a comprehensive transcriptomics data set of Brugia malayi, its Wolbachia endosymbiont wBm, and its vector host. This study samples from 16 stages across the entire B. malayi life cycle, including stage 1 through 4 larvae, adult males and females, embryos, immature microfilariae, and mature microfilariae.

scholarly journals The social marketing theory-based (SMT) approach for designing interventions

2016 ◽  
Vol 6 (1) ◽  
pp. 18-40 ◽  
Author(s):  
Shamini Manikam ◽  
Rebekah Russell-Bennett
Keyword(s):  
Social Marketing ◽  
Design Methodology ◽  
Marketing Theory ◽  
Content Type ◽  
Step Process ◽  
The Social ◽  
Conceptual Paper ◽  
Marketing Intervention ◽  
Practical Implications ◽  
Social Marketing Theory

Purpose – Despite the importance of theory as a driving framework, many social marketers either fail to explicitly use theory as the basis of designing social marketing interventions or default to familiar theories which may not accurately reflect the nature of the behavioural issue. The purpose of this paper is therefore to propose and demonstrate the social marketing theory (SMT)-based approach for designing social marketing interventions, campaigns or tools. Design/methodology/approach – This conceptual paper proposes a four-step process and illustrates this process by applying the SMT-based approach to the digital component of a social marketing intervention for preventing domestic violence. Findings – For effective social marketing interventions, the underpinning theory must reflect consumer insights and key behavioural drivers and be used explicitly in the design process. Practical implications – Social marketing practitioners do not always understand how to use theory in the design of interventions, campaigns or tools, and scholars do not always understand how to translate theories into practice. This paper outlines a process and illustrates how theory can be selected and applied. Originality/value – This paper proposes a process for theory selection and use in a social marketing context.

Flexible contracting in project business

2015 ◽  
Vol 8 (1) ◽  
pp. 92-106 ◽  
Author(s):  
Jaakko Kujala ◽  
Soili Nystén-Haarala ◽  
Jouko Nuottila
Keyword(s):  
Oral Communication ◽  
Underlying Assumption ◽  
Content Type ◽  
Iterative Development ◽  
Flexible Adaptation ◽  
Contracting Process ◽  
High Level ◽  
Project Lifecycle ◽  
Project Contract ◽  
Formal Contract

Purpose – The purpose of this paper is to increase the understanding of the main challenges of the contracting process and project contracts in the context of project business characterized by a high level of complexity and uncertainty. The authors argue that understanding contracting as a flexible process and as a business tool will contribute to creating more value in projects which are implemented in constantly changing circumstances or which require gradual and iterative development. Design/methodology/approach – This is a conceptual paper with illustrative examples from the software industry. Findings – A prevailing approach for both managing contracts and the contracting process focuses on careful planning and drafting of contracts that protect each party in the case of conflicts and disagreements. The underlying assumption is that all activities can be planned and documented in a formal contract. According to this approach, the contracting process is seen only as a bargaining negotiation and the project contract as a detailed agreement of the responsibilities and safeguarding clauses to protect one’s position in the event of conflicts and failures. However, in the context of project business characterized by complexity and uncertainty, there is a need for flexible project contracts. The authors suggest that there are two fundamentally different approaches to implementing flexibility in both the contracting process and the project contract: postponing the decision until there is adequate information for decision making or making decisions that allow flexible adaptation to changes during the project lifecycle. Practical implications – The authors suggest that organizations in project business should pay closer attention to how contracts are formed and how flexibility is introduced to projects. Organizations are encouraged to see contracts as a business tool, not as rigid documents which are taken into use in case something goes wrong. Originality/value – This paper contributes to the understanding of how to adapt the contracting process to overcome challenges related to uncertainty, especially during the early phases of the project lifecycle. The authors provide a novel perspective on contracting as a process that extends over the lifecycle of a project and on the project contract as an agreement between parties formed during the contracting process. This perspective includes formal contract documents as well as various other documents, oral communication, commitments, actions and incidents.

Coalition loyalty-programme adoption and urban commercial-network effectiveness evaluation

2014 ◽  
Vol 42 (9) ◽  
pp. 818-838 ◽  
Author(s):  
Ivan De Noni ◽  
Luigi Orsi ◽  
Luca Zanderighi
Keyword(s):  
Urban Areas ◽  
Dynamic Network ◽  
Theory And Practice ◽  
Evaluation Methodology ◽  
Marketing Theory ◽  
Urban Network ◽  
Content Type ◽  
Network Effectiveness ◽  
Commercial Network ◽  
Loyalty Programme

Purpose – To counter the proliferation of out-of-town shopping centres, a spontaneous or planned coalition loyalty programme (CLP), one involving most retailers in an urban network, may positively affect a town centre's capacity to entice customers and may enhance its competitiveness. The purpose of this paper is to assess the effectiveness of CLP implementation in town-centre management (TCM) as a tool for enhancing urban commercial-system attractiveness. Design/methodology/approach – The theoretical framework used in this study is supported by the evaluation methodologies of an empirical case study: the Savigliano Card project. CLP performance analysis uses a dynamic network-competitiveness index, an approach based on Laspeyres-type decomposition. The effects on each retailer's profitability are then tested by matching network and regression analyses. Findings – The results suggest that CLPs implementation in a TCM scheme can produce benefits and positive externalities for customers, retailers and urban areas. CLPs can influence a town centre's revitalisation process, improve the attractiveness of the urban commercial network and increase the profitability of private retailers by enhancing cross-selling dynamics. Practical implications – The paper provides a CLP performance-evaluation methodology and presents the benefits concerning CLP implementation in TCM strategies. Originality/value – This type of CLP is weakly exploited in marketing theory and practice; therefore, the paper provides theoretical and empirical explanations for the measurement of CLP effectiveness in TCM. In addition, it has significant implications for both practitioners and academics.

The use of the risk assessment in the life cycle assessment framework

2015 ◽  
Vol 26 (3) ◽  
pp. 389-406 ◽  
Author(s):  
Maria Francesca Milazzo ◽  
Francesco Spina
Keyword(s):  
Risk Assessment ◽  
Life Cycle Assessment ◽  
Life Cycle ◽  
Human Health ◽  
Biodiesel Production ◽  
Health Impacts ◽  
Complete Analysis ◽  
Transfer Factors ◽  
Content Type ◽  
Human Health Impacts

Purpose – The purpose of this paper is to quantify the human health impacts of soy-biodiesel production with the aim to discuss about its environmental sustainability. Design/methodology/approach – The integrated use of two current approaches, risk assessment (RA) and life cycle assessment (LCA), has allowed improvement of the potentialities of both in obtaining a more complete analysis. The implementation of a life cycle indicator for the assessment of the impacts on the human health, integrating the features of both approaches, is the main focus of this paper. Findings – It has been found that, although the biodiesel is a green fuel, it has some criticalities in its life cycle, which cannot be disregarded. In fact, even if biodiesel is essentially a clean fuel there are some phases, prior to the industrial phase, that can cause negative effects on human health and ecosystems. Practical implications – Results suggest some measures which can be adopted to substantially reduce human health impacts. Further alternative could be analysed in future to gain more insight about the use of biodiesel fuels. Originality/value – The estimation of the impacts of a process producing biodiesel has been made by using a novel approach. The novelty is associated with the calculation of the impacts on human health by using the transfer factors applied in RA. The use of such factors, properly modified in order to estimate the impacts on a wider scale than a site-dimension, allows defining a holistic approach, as LCA and RA are used as complete units but at the same time can be related to each other.

The gamification of trust: the case of China’s “social credit”

2018 ◽  
Vol 36 (1) ◽  
pp. 93-107 ◽  
Author(s):  
Zahy Ramadan
Keyword(s):  
Conceptual Framework ◽  
Tax Evasion ◽  
Credit Rating ◽  
Rating System ◽  
Credit System ◽  
Content Type ◽  
Social Credit ◽  
Chinese Business ◽  
Area Of Interest ◽  
New Business

Purpose China is establishing a social credit rating system with the aim to score the trust level of citizens. The scores will be based on an integrated database that includes a vast range of information sources, rating aspects like professional conduct, corruption, type of products bought, peers’ own scores and tax evasion. While this form of gamification is expected to have dire consequences on brands and consumers alike, the literature in that particular area of interest remains non-existent. The paper aims to discuss these issues. Design/methodology/approach A conceptual framework is suggested that highlights early on the risks and implications on brands and companies operating in that particular upcoming landscape. Findings The gamification of trust that the social credit system focuses on presents potential risks on brand and consumer relationships. This in turn will affect brand sustainability vis-à-vis the expected drastic changes in the Chinese business landscape. This study suggests the strategies to follow which will be of high interest to companies, consumers, as well as to the Chinese authorities during and after implementation stage. Originality/value This paper is amongst the first to discuss the potential effects of the Chinese social credit rating system on brands. The conceptual framework fills a sizeable gap in the literature and pioneers the discussion on potential dilemmas brands will be faced with within this new business landscape.

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