Dr David Lowe is Senior Lecturer in Commercial Project Management and leads the Management of Projects Research Group in the School of Mechanical, Aerospace and Civil Engineering at the University of Manchester. He is Programme Director for the highly successful MSc in the Management of Projects, and joint programme director for a distance-learning MSc in Commercial Management, a bespoke programme for a consortium of blue-chip companies. Dr Roine Leiringer is Research Fellow at the School of Construction Management and Engineering, The University of Reading. CONTRIBUTORS:Professor Jan BröchnerMichael BrownProfessor Andrew CoxDr Andrew DaviesDr Richard FellowsDr Peter FennProfessor Marc GeorgenProfessor Michael HobdayProfessor Malcolm HornerDr Will HughesDr David HugillDr Paul IrelandDr Kalle KähkönenProfessor John KellyDr Malik KhalfanProfessor David LangfordDr Roine LeiringerDr David LoweDr Peter McDermottKrisen MoodleyDr Mike MurrayDr Christopher PreeceDr Luc RenneboogDr Andrew RossProfessor Martin SkitmoreDr Hedley SmythDr Will SwanProfessor Graham M Winch

"A well structured book, and the first of its kind in the discipline of commercial management. I found the usage of multiple contributors very refreshing as they were chosen for their expertise in certain fields."Building Engineer 'A very valuable read. I can recommend the book for everyone interested in getting a current view of the discipline of commercial management' CME Jan 2007

• Contributors. Preface.Acknowledgements.1. Commercial Management – Defining a Discipline (David Lowe and Roine Leiringer).PART 1: EXTERNAL MILIEU.Introduction to Part 1 (David Lowe and Roine Leiringer).2. Competition (Headley Smyth).3. Culture (Richard Fellows).4. Procurement in the Context of Commercial Management (David Langford and Mike Murray).PART 2: CORPORATE MILIEU.Introduction to Part 2 (David Lowe and Roine Leiringer).5. Corporate Governance and Shareholder Value (Marc Goergen and Luc Renneboog).6. Strategies for Solutions (Andrew Davies and Michael Hobday).7. The Effectiveness of Marketing Spend (Christopher Preece, Kristen Moodley and Michael Brown).8. Trust and Commercial Managers: Influences and Impacts (Will Swan, Peter McDermott and Malik Khalfan).9. Outsourcing (Jan Bröchner).PART 3: PROJECTS MILIEU.Introduction to Part 3 (David Lowe and Roine Leiringer).10. Management of Uncertainty (Kalle Kähkönen).11. Conflict Management and Dispute Resolution (Peter Fenn).12. Performance Measurement (Malcolm Horner).13. Value Management of Complex Projects (John Kelly).PART 4: PROJECT MILIEU.Introduction to Part 4 (David Lowe and Roine Leiringer).14. The Governance of Project Coalitions - Towards a Research Agenda (Graham M. Winch).15. Contract Management (Will Hughes).16. Bidding (David Lowe and Martin Skitmore).17. Strategic Purchasing and Supply Chain Management in the Project Environment - Theory and Practice (Andrew Cox and Paul Ireland).18. Signals from site - Embodied Logic and Management Accounting on Construction Projects (Andrew Ross and David Hugill).19. Afterword - Identifying and Defining a New Inter-Disciplinary Research Agenda for Commercial Management (David Lowe).Index.

Dr David Lowe is Senior Lecturer in Commercial Project Management and leads the Management of Projects Research Group in the School of Mechanical, Aerospace and Civil Engineering at the University of Manchester. He is Programme Director for the highly successful MSc in the Management of Projects, and joint programme director for a distance-learning MSc in Commercial Management, a bespoke programme for a consortium of blue-chip companies. Dr Roine Leiringer is Research Fellow at the School of Construction Management and Engineering, The University of Reading. CONTRIBUTORS:Professor Jan BröchnerMichael BrownProfessor Andrew CoxDr Andrew DaviesDr Richard FellowsDr Peter FennProfessor Marc GeorgenProfessor Michael HobdayProfessor Malcolm HornerDr Will HughesDr David HugillDr Paul IrelandDr Kalle KähkönenProfessor John KellyDr Malik KhalfanProfessor David LangfordDr Roine LeiringerDr David LoweDr Peter McDermottKrisen MoodleyDr Mike MurrayDr Christopher PreeceDr Luc RenneboogDr Andrew RossProfessor Martin SkitmoreDr Hedley SmythDr Will SwanProfessor Graham M Winch

"A well structured book, and the first of its kind in the discipline of commercial management. I found the usage of multiple contributors very refreshing as they were chosen for their expertise in certain fields."Building Engineer 'A very valuable read. I can recommend the book for everyone interested in getting a current view of the discipline of commercial management' CME Jan 2007

• Contributors. Preface.Acknowledgements.1. Commercial Management – Defining a Discipline (David Lowe and Roine Leiringer).PART 1: EXTERNAL MILIEU.Introduction to Part 1 (David Lowe and Roine Leiringer).2. Competition (Headley Smyth).3. Culture (Richard Fellows).4. Procurement in the Context of Commercial Management (David Langford and Mike Murray).PART 2: CORPORATE MILIEU.Introduction to Part 2 (David Lowe and Roine Leiringer).5. Corporate Governance and Shareholder Value (Marc Goergen and Luc Renneboog).6. Strategies for Solutions (Andrew Davies and Michael Hobday).7. The Effectiveness of Marketing Spend (Christopher Preece, Kristen Moodley and Michael Brown).8. Trust and Commercial Managers: Influences and Impacts (Will Swan, Peter McDermott and Malik Khalfan).9. Outsourcing (Jan Bröchner).PART 3: PROJECTS MILIEU.Introduction to Part 3 (David Lowe and Roine Leiringer).10. Management of Uncertainty (Kalle Kähkönen).11. Conflict Management and Dispute Resolution (Peter Fenn).12. Performance Measurement (Malcolm Horner).13. Value Management of Complex Projects (John Kelly).PART 4: PROJECT MILIEU.Introduction to Part 4 (David Lowe and Roine Leiringer).14. The Governance of Project Coalitions - Towards a Research Agenda (Graham M. Winch).15. Contract Management (Will Hughes).16. Bidding (David Lowe and Martin Skitmore).17. Strategic Purchasing and Supply Chain Management in the Project Environment - Theory and Practice (Andrew Cox and Paul Ireland).18. Signals from site - Embodied Logic and Management Accounting on Construction Projects (Andrew Ross and David Hugill).19. Afterword - Identifying and Defining a New Inter-Disciplinary Research Agenda for Commercial Management (David Lowe).Index.

Dr David Lowe is Senior Lecturer in Commercial Project Management and leads the Management of Projects Research Group in the School of Mechanical, Aerospace and Civil Engineering at the University of Manchester. He is Programme Director for the highly successful MSc in the Management of Projects, and joint programme director for a distance-learning MSc in Commercial Management, a bespoke programme for a consortium of blue-chip companies. Dr Roine Leiringer is Research Fellow at the School of Construction Management and Engineering, The University of Reading. CONTRIBUTORS:Professor Jan BröchnerMichael BrownProfessor Andrew CoxDr Andrew DaviesDr Richard FellowsDr Peter FennProfessor Marc GeorgenProfessor Michael HobdayProfessor Malcolm HornerDr Will HughesDr David HugillDr Paul IrelandDr Kalle KähkönenProfessor John KellyDr Malik KhalfanProfessor David LangfordDr Roine LeiringerDr David LoweDr Peter McDermottKrisen MoodleyDr Mike MurrayDr Christopher PreeceDr Luc RenneboogDr Andrew RossProfessor Martin SkitmoreDr Hedley SmythDr Will SwanProfessor Graham M Winch

"A well structured book, and the first of its kind in the discipline of commercial management. I found the usage of multiple contributors very refreshing as they were chosen for their expertise in certain fields."Building Engineer 'A very valuable read. I can recommend the book for everyone interested in getting a current view of the discipline of commercial management' CME Jan 2007

• Contributors. Preface.Acknowledgements.1. Commercial Management – Defining a Discipline (David Lowe and Roine Leiringer).PART 1: EXTERNAL MILIEU.Introduction to Part 1 (David Lowe and Roine Leiringer).2. Competition (Headley Smyth).3. Culture (Richard Fellows).4. Procurement in the Context of Commercial Management (David Langford and Mike Murray).PART 2: CORPORATE MILIEU.Introduction to Part 2 (David Lowe and Roine Leiringer).5. Corporate Governance and Shareholder Value (Marc Goergen and Luc Renneboog).6. Strategies for Solutions (Andrew Davies and Michael Hobday).7. The Effectiveness of Marketing Spend (Christopher Preece, Kristen Moodley and Michael Brown).8. Trust and Commercial Managers: Influences and Impacts (Will Swan, Peter McDermott and Malik Khalfan).9. Outsourcing (Jan Bröchner).PART 3: PROJECTS MILIEU.Introduction to Part 3 (David Lowe and Roine Leiringer).10. Management of Uncertainty (Kalle Kähkönen).11. Conflict Management and Dispute Resolution (Peter Fenn).12. Performance Measurement (Malcolm Horner).13. Value Management of Complex Projects (John Kelly).PART 4: PROJECT MILIEU.Introduction to Part 4 (David Lowe and Roine Leiringer).14. The Governance of Project Coalitions - Towards a Research Agenda (Graham M. Winch).15. Contract Management (Will Hughes).16. Bidding (David Lowe and Martin Skitmore).17. Strategic Purchasing and Supply Chain Management in the Project Environment - Theory and Practice (Andrew Cox and Paul Ireland).18. Signals from site - Embodied Logic and Management Accounting on Construction Projects (Andrew Ross and David Hugill).19. Afterword - Identifying and Defining a New Inter-Disciplinary Research Agenda for Commercial Management (David Lowe).Index.