Article ID | Journal | Published Year | Pages | File Type |
---|---|---|---|---|
896025 | Scandinavian Journal of Management | 2009 | 10 Pages |
Abstract
SummaryBased on the investigation of seven consultancy projects within an international technical consulting firm, we identify three major practices that characterize client–consultant interaction – shaping impressions, problem-solving, and negotiating expectations – and discuss their respective characteristics, activities, and contingencies. Our discussion of these practices provides not only a more differentiated picture of client–consultant interaction but also uncovers the critical role that clients play in these practices.
Keywords
Related Topics
Social Sciences and Humanities
Business, Management and Accounting
Strategy and Management
Authors
Natalia Nikolova, Markus Reihlen, Jan-Florian Schlapfner,