The Impact of the Customer Focus Competence Group on Project Performance

Abstract

Purpose

This article examines the effect of the customer focus (CF) group of competencies, which includes communication and negotiation skills, on project performance as measured by reaching the internal and the overall budget, the quality, and the deadline goals.

Methodology/approach

The multiple regression model was based on a dataset from Trimo, an engineering and production company of prefabricated buildings.

Findings

The inverted U-shaped relationship of the CF group has been proven to exist with all project goals.

Research implications

The present study provides a starting-point for further empirical research on the international construction sector, projects, teams, and competence research.

Citation

Fink, L. (2014), "The Impact of the Customer Focus Competence Group on Project Performance", A Focused Issue on Building New Competences in Dynamic Environments (Research in Competence-Based Management, Vol. 7), Emerald Group Publishing Limited, Leeds, pp. 117-143. https://doi.org/10.1108/S1744-211720140000007005