University of Twente Student Theses
Factors influencing the bid/no bid decision making and the success of contract bids in the telecommunication industry
Lemberg, Jaakko (2013) Factors influencing the bid/no bid decision making and the success of contract bids in the telecommunication industry.
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| Abstract: | Evaluating customer tender enquiries and deciding whether to bid or not to bid can be complex and time consuming process. A pre-bid screening and analysis procedure can save company resources and lower overall expenses. This paper focuses on examining which factors influence the success of a bid of a telecommunication system solution manufacturer and introduces 18 different factors that have been found by previous studies to influence the bid/no bid decision making in construction and electro mechanical industries. To measure the influence of these factors on the success of bids made by a manufacturer of telecommunication system solutions, a questionnaire was used. The management level respondents involved in the bidding processes identified altogether 56 successful and 56 unsuccessful bids and indicated how each of the factors described the bidding situations. Factor analysis was used to identify the underlying dimensions. Logistic regression models were developed and the final model including all the predictors in the model was capable of classifying the total sample with an overall predictive accuracy rate of 86 percent. The significant predictors contributing to the prediction were the future business possibilities with the customer, the compatibility of the products offered with the customer specifications, the competition in the market and the availability of adequate financial resources. |
| Item Type: | Essay (Master) |
| Faculty: | BMS: Behavioural, Management and Social Sciences |
| Subject: | 85 business administration, organizational science |
| Programme: | Business Administration MSc (60644) |
| Link to this item: | https://purl.utwente.nl/essays/64422 |
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