Shaping client-driven business management concepts for modern construction markets

Pekka Huovinen, Kim Haugbølle, Mieke Oostra

Research output: Contribution to conferencePaperAcademic


The pioneering review has revealed that various authors have designed and published 77 construction-related business management (BM) concepts during the years 1990-2016. In turn, the two-fold aim of our paper is to explore the degrees to which these BM concepts have been designed along the client-driven dimension and to suggest the ways to shape future BM concepts to better accommodate client views in modern construction markets. Our focused review found that 49 (57%) authors have designed their BM concepts along the client-driven sub-dimensions, i.e., 7 to high degrees, 14 to medium degrees, and 28 to low degrees. A further scrutiny of the seven highly client-driven BM concepts revealed that the six sub-dimensions may be of particular importance to take into account when shaping future BM concepts to accommodate client perspectives. These sub-dimensions include (i) client needs, (ii) client base, (iii) buyer-seller collaboration, (iv) sellers’ strategies, (v) buyers’ strategies, and (vi) services’ use, professional, and exchange values. It is envisioned that this focus on client-driven BM will trigger a flow of collaborative R&D&I programs.
Original languageDutch
Number of pages12
Publication statusPublished - 12 Sep 2017


  • business models
  • management
  • construction markets

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