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A framework for contractors to reach strategically correct bido bid and mark-up size decisions

机译：承包商达成战略上正确的出价/不出价和加价幅度决定的框架

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摘要

In an effort to uncover the main factors that characterize the two distinct but sequential stages of bidding decisions, namely bido bid and mark-up size decisions, this study identifies the key determining factors and their importance weights by presenting survey findings of 80 contracting organizations from Northern Cyprus and Turkish construction markets regarding this issue. The framework presented in this study will serve as a basis for a knowledge-based system model which will guide the contracting organizations in reaching 'strategically correct' bido bid and mark-up size decisions. The proposed framework used a reasoning model, which went deeply into the heart of the decision-making process and helped to clarify the complex picture regarding the two sequential decisions. The results revealed that there is a distinct and significant difference in the importance assigned to the same key factors for the two separate decision processes. Furthermore, the study confirmed the fact that the factors related to 'strategic considerations' have a significant role in both of these decision processes. One of the most striking findings of this research was the distinct difference in approach of varying sizes of contractors to the overall issue. Hence, these results suggest that any model regarding bidding and mark-up size decisions should definitely differentiate among different sizes of contractors to reflect the approaches of the related contractors in a better manner. Furthermore, it was interesting to find out that the correlation between different sizes of contractors' approaches was higher in the markup decision process compared to the bidding decision process. In spite of the fact that this study was based on input provided by certain types of contractors in Northern Cyprus and Turkish construction markets only, we believe that the overall approach, reasoning and findings of the proposed framework are of good value to contracting organizations in different construction markets throughout the world as well.
机译：为了揭示表征两个不同但相继的投标决定阶段的主要因素，即投标/不投标和加价幅度决定，本研究通过介绍80个签约方的调查结果，确定了关键的决定因素及其重要性。来自北塞浦路斯和土耳其建筑市场的组织就此问题。本研究中提出的框架将作为基于知识的系统模型的基础，该模型将指导订约组织达成“战略上正确的”投标/不投标和加价幅度的决策。所提出的框架使用推理模型，该模型深入决策过程的核心，并有助于阐明有关两个顺序决策的复杂情况。结果表明，在两个单独的决策过程中，分配给相同关键因素的重要性存在明显不同。此外，研究证实了一个事实，即与“战略考虑”相关的因素在这两个决策过程中都起着重要作用。这项研究最显着的发现之一是不同规模的承包商对整个问题的处理方式存在明显差异。因此，这些结果表明，任何有关投标和加价幅度决定的模型都应明确区分不同规模的承包商，以更好地反映相关承包商的方法。此外，有趣的是发现与加价决策过程相比，加价决策过程中不同规模的承包商方法之间的相关性更高。尽管该研究仅基于北塞浦路斯和土耳其建筑市场中某些类型的承包商提供的意见，但我们认为，拟议框架的整体方法，推理和发现对不同领域的承包商组织具有良好的价值全球的建筑市场也是如此。

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