Two critical decisions faced by bidders in competitive bidding include, firstly, whether or not to submit a bid, and secondly (if the answer to the first is ‘yes’) what markup value should be used on the submitted bid. In the construction industry, government agencies and private sector clients typically adopt competitive bidding to determine contract awards. Contractors also apply the same approach to bidding decisions. There are many variables that affect contractor decisions regarding whether to bid and the markup scale, which complicate the bidding decision process. This study proposes a Multi-Criteria Prospect Model for Bidding Decision (BD-MCPM) to assist contractors to make decisions on bid/no bid and markup scale. Key factors of influence that impact bidding decisions were identified first. Second, Fuzzy Preference Relations (FPR) was employed to assess factor weights and determine bid/no bid. Finally, if a decision to bid is given, then the Multi-Criteria Prospect Model (MCPM), which links Fuzzy Preference Relations (FPR) and Cumulative Prospect Theory (CPT), is deployed to determine the markup scale that best conforms to primary decision maker (PDM) preferences. The applicability of this model was demonstrated in a real case study. Santrauka Ketinantiems dalyvauti konkurse reikia priimti du lemiamus sprendimus: ar teikti pasiūlymą ir kokį antkainį nurodyti pasiūlyme. Statybų sektoriuje valstybės įstaigos ir klientai iš privačiojo sektoriaus paprastai konkursus skelbia siekdami išrinkti laimėtoją, su kuriuo pasirašoma sutartis. Rangovai sprendimus dalyvauti konkurse vertina taip pat. Rangovų apsisprendimą dalyvauti konkurse ir pasirinktą antkainį lemia ne vienas kintamasis, ir tai apsunkina apsisprendimo dalyvauti konkurse procesą. Šiame tyrime pristatomas daugiakriterinis perspektyvų modelis apsisprendimui dalyvauti konkurse (BD-MCPM), kuris rangovams padės apsispręsti, ar dalyvauti konkurse ir kokį antkainį pasirinkti. Pirmiausia buvo nustatyti pagrindiniai veiksniai, kurie daro įtaką apsisprendimui dalyvauti konkurse. Po to, naudojant neraiškiuosius prio- ritetinius ryšius (angl. Fuzzy Preference Relations, FPR), buvo įvertinti veiksnių reikšmingumai ir nustatyta, dalyvauti ar nedalyvauti konkurse. Pagaliau, jeigu nusprendžiama dalyvauti konkurse, naudojant daugiakriterinį perspektyvų modelį (MCPM), kuris neraiškiuosius prioritetinius ryšius susieja su kaupiamaja perspektyvos teorija (angl. Cumulative Prospect Theory, CPT), nustatomas antkainio lygis, kuris labiausiai atitinka pagrindinio sprendimus priimančio asmens pageidavimus. Praktinis šio modelio naudingumas pademonstruotas atliekant atvejo tyrimą.
In the construction industry, most of the owners apply competitive bidding to award a contract to the lowest price qualified contractor. This study proposes a model concerning the preferences and the behaviors of all decision makers whom participation in an competitive bidding to assist contractors to make optimal bidding strategy decisions and set appropriate bidding prices. Researchers demonstrated model applicability using an actual case study, which shows how this model help the construction company’s primary decision maker to determine the appropriate bidding price in a multi-competitors condition.
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