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承包商相信与业主维持良好的关系既有助于项目整体绩效的提升,又能为自身带来收益,但其如何度量与业主之间的关系价值并做出双赢的决策是建筑业未解决的问题。通过文献分析及专家访谈,识别出16项承包商感知与业主保持关系带来的关系收益因素和8项承包商为此需要付出的关系成本因素,并对每一个因素影响关系价值的途径进行了分析。通过因子分析,将关系收益分为经济收益、互助合作、公平与担当、第三方交易关系的促进共4类,将关系成本分为公关成本、让步成本、赠予成本共3类。研究结果有助于承包商认识关系价值的创造机制,理性地处理与业主之间的关系,从而更好地维持和谐关系,实现双赢。
The contractor believes that maintaining a good relationship with the owner will not only help improve the overall performance of the project but also bring benefits to itself. However, how to measure the relationship value with the owner and make a win-win decision is unresolved in the construction industry problem. Through literature analysis and expert interviews, 16 contractors perceived the relationship revenue factors brought by maintaining the relationship with the owners and 8 contractors need to pay for the relationship cost factors, and each of the factors affecting the relationship value of the way analysis. Through factor analysis, the relationship revenue is divided into economic benefits, mutual cooperation, fairness and responsibility, the promotion of third-party transactional relations in four categories, the relationship costs are divided into public relations costs, concession costs, gift costs a total of three categories. The results of the study will help the contractor understand the relationship value creation mechanism, deal rationally with the owners, so as to better maintain the harmonious relationship and achieve a win-win situation.