国际水电工程总承包商设计方合作联盟机理

Study on International Hydropower EngineeringProcurementConstruction ContractorDesigner Alliance

摘要:

基于文献调研，构建了国际水电EPC(EngineeringProcurementConstruction)项目总承包商设计方合作联盟模型.通过问卷调研、访谈和案例收集，运用相关分析、聚类分析、典型分析等方法研究了合作联盟各要素间的关系，验证了合作联盟模型的合理性，揭示了合作联盟作用机理.得出的主要结论有：①共同投标是总承包商与设计方进行深层次合作的基础.成功中标后，双方公平分配利益与风险，以增进信任.以信任为基础，促进双方间的有效沟通.有效沟通使双方之间的信息高效流通，可及时解决项目实施中遇到的问题.②激励是总承包商设计方合作联盟的重要支撑，可促进双方伙伴关系的发展；同时，良好的伙伴关系有助于落实激励措施.总承包商与设计方在项目实施过程中建立的合作伙伴关系为双方长期战略合作奠定良好的基础.项目顺利实施后，激励使总承包商与设计方共享项目收益，有助于二者建立战略联盟，共同投标未来的EPC 项目，拓展更大的国际市场.

Abstract:

An international hydropower EngineeringProcurementConstruction(EPC)contractordesigner alliance model was established based on literature review to investigatethe cooperation methods between international hydropower engineering enterprises in China. Correlation analysis, hierarchy luster analysis and typical analysis have been adopted to analyze the data collected by questionnaires and interviews. The results addressed the interactions of the alliance factors and the relationships between incentives, alliance, and strategic partnership, which validated the model, and revealed the mechanism of alliance. The results of the survey data analysis demonstrate that: ① joint tendering is the basis for indepth cooperation between the contractor and the designer. After successfully wining the bid, two parties equitably allocate rewards/risks to enhance trust. Based on trust, effective communication is promoted, which enables the efficient circulation of information between the two parties, and thus allow problems encountered in project implementation to be solved in a timely manner. ② Alliances are underpinned by incentives, which promotes the development of partnerships; at the same time, a good partnership facilitates the implementation of incentives. The cooperative partnership between the contractor and the designer established in the implementation of the project lays a good foundation for longterm strategic cooperation. After the successful delivery of the project, the contractor and the designer are driven by incentives to share the project benefits, which helps them to establish a strategic alliance that enables joint tendering for future EPC projects, facilitating the expansion of their share of the international market.