Research On The Conflict Management Styles Of Contractors Based On Relationship Value

In the field of marketing,relationship is valuable to both parties,and relationship value influences organizational behavior decision.Similarly,in the field of construction,there is also relationship value between the owner and the contractor.However,there are frequent conflicts between the two sides,and even after the project has been transferred,there are still many unresolved conflicts of interest.Facing these conflicts,some contractors insist on compensation,others choose to give up,and the difference in decision making behavior may be affected by the relationship value.Based on this,a total of 212 questionnaires were distributed among contractors in China's construction industry,using SPSS to conduct hierarchical regression analysis hypothesis.The results show that relationship value is positively correlated with integrating behavior,negative relationship value is positively correlated with dominating behavior,and is negatively correlated with dominating and avoiding behavior.Furthermore,the relationship benefit is positively correlated with the integrating mode,and the relationship cost is positively correlated with the obliging mode.When relationship value is negative,relationship benefit and dominance are positively correlated,and relationship cost and avoidance are positively correlated.This study reveals that whether the relationship value is positive or negative,the integrating behavior is the optimal strategy.In addition,the more the relationship benefits are,the more likely the contractor will be to collaborate further,at the same time,the contractor will also consider using the deadlock to change current situation,to get more favorable conditions for their own.The contractor has a sunk cost effect when the relationship value is negative.In general,this study helps the owner to understand the contractor further and deepen the understanding of the nature of the relationship between the two parties.Second,if the owner and the contractor will cooperate in the future,the owner can standardize or improve some of his behaviors in future cooperation to ensure the friendly development and successful project by understanding the relationship value of contractors in this cooperation.