| Title |
Partnering Strategy for Bidding Success in World Bank's Vietnam Consulting Project |
| Authors |
이지섭(Lee, Jiseop) ; 이정훈(Lee, Jeonghun) ; 한승헌(Han, Seung Heon) ; 강신영(Kang, Sin Young) |
| DOI |
https://doi.org/10.12652/Ksce.2018.38.6.1021 |
| Keywords |
엔지니어링 기업;협업 전략;사회연결망분석;로지스틱 회귀분석 Engineering company;Partnering strategy;Social network analysis;Logistic regression analysis |
| Abstract |
As entering the international construction market became more difficult than the past, ODA projects can be a breakthrough for domestic engineering companies to enter the international market. However, since many companies compete for limited projects, it is necessary to reinforce the competitiveness of bidding success. The competitiveness is the result of accumulating experience, reputation, and networking through partnering. Therefore, depending on which partnering strategy has been taken over a long period, the bidding success is decided. The objective of this study is to identify the effective partnering strategy for bidding success. For this, the World Bank bid results, focusing on consulting projects in Vietnam, are collected. Using the bid results, inter-firm network representing the partnering relationship is constructed and the Social Network Analysis is conducted. After then, by conducting the Logistic Regression Analysis, effective partnering strategies are suggested. The result shows that the diversification strategy is advantageous for transportation and city development projects and the concentration strategy is advantageous for water projects. The partnering strategy for the consulting project proposed in this study will be used as a reference for the domestic engineering companies to enter the Vietnam construction market in the future. |