Motivation, commitment and the use of incentives in partnerships and alliances

Bresnen, Mike and Marshall, Nicholas (2000) Motivation, commitment and the use of incentives in partnerships and alliances Construction Management and Economics, 18 (5). pp. 587-598. ISSN 0144-6193

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The use of incentives in partnering and alliancing has been seen as an important way of reinforcing collaboration in the short term and helping to build trust between clients and contractors in the long term. Yet only rarely has the impact of incentives on such relationships been discussed, let alone subjected to systematic investigation. This is despite a wealth of theory and research which brings into question the use of incentives and reinforcers as ways of generating motivation and commitment. Drawing upon this theoretical knowledge base and using evidence from a number of case studies of partnerships and alliances, this paper demonstrates how a number of important cognitive and social dimensions affect the use and impact of incentives, sometimes in ways contrary to those intended. The conclusion drawn is that there are important limitations to the use of incentives as means of reinforcing collaboration and developing commitment and trust, and that this raises questions more generally about the assumptions that underlie many of the practical ‘tools and techniques’ commonly associated with partnering and alliancing.

Item Type: Journal article
Uncontrolled Keywords: Alliancing; Commitment; Incentives; Motivation; Partnering; CENTRIM
Subjects: N000 Business and Management > N200 Management studies > N210 Management techniques > N215 Change and Innovation
DOI (a stable link to the resource): 10.1080/014461900407392
Faculties: Brighton Business School > Centre for Research in Innovation Management
Depositing User: editor centrim
Date Deposited: 16 Apr 2009
Last Modified: 26 Mar 2015 14:13

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