Markets

Abstract

As far as marketing is concerned, compared to those selling other products and services, the construction industry and building professionals are faced with a particular set of problems. Carpenter (1982) defines these difficulties as follows:

The purchaser generally doesn’t know what he wants when he starts to buy it, no-one can actually be sure that what he requires can be produced, the production capacity to produce it doesn’t exist at the time of commissioning and there are a large number of bodies and officials whose job it is to stop you getting what you want. ... In summary the building industry and its professionals sell a production service, not buildings.