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The effect of experience on contractors' competitiveness in recurrent bidding

机译：经验对承包商在重复招标中竞争力的影响

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摘要

This paper considers the relationship between bidding competitiveness, organizational learning and experience and it measures the effect of contractors' bidding experience on competitiveness in recurrent bidding, a notion that conceptualizes a continuous decision-making process in which experiential learning plays a key role. The data analysis demonstrates that contractors who bid more frequently over a six-year period are more competitive than contractors who bid occasionally. It is found that greater bidding competitiveness is positively correlated with the frequency of bidding attempts. An analysis of contractors' bidding performance on a pairwise basis supports this finding. Not only does the pairwise analysis show that the bidding competitiveness of experienced contractors who bid frequently is greater, but also that experienced contractors' bidding attempts fall within a relatively small competitiveness range when compared with that of contractors who only bid occasionally. A key finding of this paper is the existence of some experienced contractors, who may be perceived as being 'experienced market players', having the attribute of a more competitive and consistent bidding performance. This research should be useful to procurers looking to prequalify contractors on the basis of experience and to contractors in analysing their bidding performance and/or their competitors' bidding performance.
机译：本文考虑了投标竞争能力，组织学习和经验之间的关系，并测量了承包商投标经验对周期性投标中竞争能力的影响，这一概念概念化了一个连续的决策过程，其中经验学习起着关键作用。数据分析表明，在六年期间出价更高的承包商比偶尔出价的承包商更具竞争力。发现更大的竞标竞争力与竞标次数呈正相关。对承包商的投标表现进行成对分析可以支持这一发现。成对分析不仅表明，经常竞标的有经验的承包商的竞标竞争力更高，而且与仅偶尔竞标的承包商相比，有经验的承包商的竞标尝试属于相对较小的竞争力范围。本文的主要发现是存在一些经验丰富的承包商，这些承包商可能被认为是“经验丰富的市场参与者”，具有更具竞争力和持续一致的投标表现。这项研究对于希望根据经验对承包商进行资格预审的采购商以及分析承包商的投标表现和/或竞争对手的投标表现的承包商而言，应该是有用的。

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