Study Of Malaysian Contractors On Tendering Strategy In China Construction Industry
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Date
2007-04
Authors
Lee, Chee Beng
Journal Title
Journal ISSN
Volume Title
Publisher
Universiti Sains Malaysia
Abstract
With China's fast economic growth and entry into the World Trade Organization (WTO),
more foreign construction firms are expected to venture into this huge and attractive
market. This paper examines the development of competitive tendering practice in the
Chinese construction industry. It presents the characteristics of the tendering strategy
used by Malaysian contractors in China construction industry. The major objectives of
applying the tendering strategy are to improve the effectiveness of construction
investment and to develop Malaysian contractors toward the international procurement
practice.
Using a questionnaire survey approach complemented by interview, it was found that
firms need to pay more attention to the tendering strategy and to strengthen their own
capabilities. To win projects in China, Malaysian construction firms should look into
particular attention being given to profit strategy, project procurement strategy, pricing
strategy, factors for winning a bid, competition method and unfair competitive activities.
The findings are useful to Malaysian construction firms because it may help them win
projects in the Chinese construction industry.
Description
Keywords
Malaysian Contractors , Tendering Strategy in China.