1. bookTom 1 (2018): Zeszyt 2 (December 2018)
Informacje o czasopiśmie
License
Format
Czasopismo
eISSN
2631-987X
Pierwsze wydanie
07 Jun 2018
Częstotliwość wydawania
2 razy w roku
Języki
Angielski
access type Otwarty dostęp

Professional Purchasing Provides Professional Projects and Removes Personal Bias. Doesn’t It?

Data publikacji: 02 Dec 2021
Tom & Zeszyt: Tom 1 (2018) - Zeszyt 2 (December 2018)
Zakres stron: 16 - 27
Informacje o czasopiśmie
License
Format
Czasopismo
eISSN
2631-987X
Pierwsze wydanie
07 Jun 2018
Częstotliwość wydawania
2 razy w roku
Języki
Angielski
Abstract

Gone are the days when management consultancy projects were arranged due to friendship and networks, based on relationships between a board member and a consultant. Management Consultancy firms have themselves diluted high-personalisation by adopting a policy of commoditisation and workforce leverage in their quest for optimising profitability. Clients have diluted the one-to-one nature of buying by professionalising purchasing practices. Consulting firms nonetheless invest in relationship managers in the belief they rely on these strong relationships for their future business. Using semi-structured interviews to collect data on buyers’ triggers, validation, decision-making and selection processes, the research presented in this paper explores the changes in purchasing practices and examines what they mean with regard to what clients see as successful relationships between consultants and their clients.

Adams, S. M. & Zanzi, A. 2005. The consulting career in transition: from partnership to corporate. Career Development International, 10, 325-338. Search in Google Scholar

Appelbaum, S. H. & Steed, A. J. 2005. The critical success factors in the client-consulting relationship. The Journal of Management Development, 24, 68-93. Search in Google Scholar

Berry, L. L., Wall, E. A. & Carbone, L. P. 2006. Service Clues and Customer Assessment of the Service Experience: Lessons from Marketing. The Academy of Management Perspectives, 20, 43-57. Search in Google Scholar

Broschak, J. P. 2015. Client Relationships in Professional Service Firms. In: Empson, L., Muzio, D., Broschak, J. P. & Hinings, C. R. (eds.) The Oxford handbook of professional service firms. Oxford: OUP.10.1093/oxfordhb/9780199682393.013.4 Search in Google Scholar

Chelliah, J. 2011. The Psychodynamics of the Client-Consultant Relationship. International Journal of Business and Information, 5, 135-150. Search in Google Scholar

Currall, S. C. & Epstein, M. J. 2003. The Fragility of Organizational Trust:: Lessons From the Rise and Fall of Enron. Organizational Dynamics, 32, 193-206. Search in Google Scholar

Czerniawska, F. 2003. The Intelligent Client: Managing your Management Consultant, London, Hodder & Stoughton. Search in Google Scholar

Deakin, S. & Konzelmann, S., J. 2003. After Enron: An Age of enlightenment? Organization, 10, 583-587. Search in Google Scholar

Delong, T. J., Gabarro. J. J. & Lees, R. J. 2007. When Professionals Have To Lead. A New Model for High Performance, Boston, Mass, Harvard Business School Press. Search in Google Scholar

Dowling, D. W. 2009. Conversation: Orit Gadiesh. Harvard Business Review, 87, 23. Search in Google Scholar

Edvardsson, B. 1990. Management Consulting: Towards a Successful Relationship. International Journal of Service Industry Management, 1, 4-19. Search in Google Scholar

Empson, L., Muzio, D., Broschak, J. P. & Hinings, C. R. (eds.) 2015. The Oxford handbook of professional service firms, Oxford, United Kingdom: Oxford University Press.10.1093/oxfordhb/9780199682393.001.0001 Search in Google Scholar

Ernst, B. & Kieser, A. 2000. In Search of Explanations for the Consulting Explosion. A Critical Perspective on Managers’ Decisions to Contract a Consultancy. Search in Google Scholar

Fischer, A., Sieg, J. H., Wallin, M. W. & Krogh, G. v. 2014. What motivates professional service firm employees to nurture client dialogues? Service Industries Journal, 34, 399-421. Search in Google Scholar

Flanagan, P., Johnston, R. & Talbot, D. 2005. Customer confidence: the development of a “pre-experience” concept. International Journal of Service Industry Management, 16, 373-384. Search in Google Scholar

Giannakis, M. 2011. Management of service supply chains with a service-oriented reference model: the case of management consulting. Supply Chain Management, 16, 346-361. Search in Google Scholar

Handley, K., Clark, T., Fincham, R. & Sturdy, A. 2007. Researching Situated Learning: Participation, Identity and Practices in Client-Consultant Relationships. Management Learning, 38, 173-191. Search in Google Scholar

Hansen, M., T., Nohria, N. & Tierney, T. 1999. What’s your strategy for managing knowledge? Harvard Business Review, 77, 106-116. Search in Google Scholar

Healy, P., M. & Palepu, K. G. 2003. The Fall of Enron. The Journal of Economic Perspectives, 17, 3-26. Search in Google Scholar

Hill, J., Eckerd, S., Wilson, D. & Greer, B. 2009. The effect of unethical behavior on trust in a buyer-supplier relationship: The mediating role of psychological contract violation. Journal of Operations Management, 27, 281-293. Search in Google Scholar

Höner, D. & Mohe, M. 2009. Behind clients’ doors: What hinders client firms from “professionally” dealing with consultancy? Scandinavian Journal of Management, 25, 299-312. Search in Google Scholar

Kipping, M. 2002. Trapped in Their Wave: The Evolution of Management Consultancies. In: Clark, T. & Fincham, R. (eds.) Critical Consulting: New Perspectives on the Advice Management Industry. Oxford: Blackwell. Search in Google Scholar

Ko, D.-G. 2010. Consultant competence trust doesn’t pay off, but benevolent trust does! Managing knowledge with care. Journal of Knowledge Management, 14, 202-213. Search in Google Scholar

Lowendahl, B., R., Revang, O. & Fosstenlokken, S., M. 2001. Knowledge and value creation in professional service firms: A framework for analysis. Human Relations, 54, 911-931. Search in Google Scholar

Maister, D. H. 2003. Managing the Professional Service Firm, London, Simon & Schuster UK Ltd. Search in Google Scholar

Maister, D. H., Green, C. H. & Galford, R. M. 2000. The trusted advisor, New York, Free Press. Search in Google Scholar

Marketline 2018. Management & Marketing Consultancy in the United Kingdom. Marketline Industry Profile. London: Marketline. Search in Google Scholar

Matthias, O. 2018. The ‘World’s Newest Profession’ is no longer dispensable; what does it mean for consultancy firms? Management Consulting Journal, 1, 7-8. Search in Google Scholar

Mohe, M. & Seidl, D. 2011. Theorizing the client—consultant relationship from the perspective of social-systems theory. Organization, 18, 3-22. Search in Google Scholar

Muzio, D., Kirkpatrick, I. & Kipping, M. 2010. Professionalism without professions: The case of management consultancy in the UK. CERIC Working Paper Leeds: Centre for Employment Relations Innovation and Change, Leeds University Business School. Search in Google Scholar

O’Mahoney, J. 2007. Disrupting identity: trust and angst in management consulting. In: Bolton, S. & Houlihan, M. (eds.) Searching for the Human in Human Resource Management. Basingstoke: Palgrave Macmillan.10.1007/978-1-137-02023-9_15 Search in Google Scholar

O’Mahoney, J. & Markham, C. 2013. Management consultancy, Oxford, Oxford University Press. Search in Google Scholar

Ostrom, A. L., Parasuraman, A., Bowen, D. E., Patrício, L. & Voss, C. A. 2015. Service Research Priorities in a Rapidly Changing Context. Journal of Service Research, 18, 127-159. Search in Google Scholar

Patterson, P. G. 2000. A Contingency Approach to Modeling Satisfaction with Management Consulting Services. Journal of Service Research, 3, 138-153. Search in Google Scholar

Pemer, F. & Werr, A. 2013. The Uncertain Management Consulting Services Client. International Studies of Management and Organization, 43, 22-40. Search in Google Scholar

Richter, A. & Niewiem, S. 2009. Knowledge transfer across permeable boundaries: An empirical study of clients’ decisions to involve management consultants. Scandinavian Journal of Management, 25, 275-288. Search in Google Scholar

Richter, A. & Schmidt, S., L. 2006. ANTECEDENTS OF THE PERFORMANCE OF MANAGEMENT CONSULTANTS**. Schmalenbach Business Review : ZFBF, 58, 365-391. Search in Google Scholar

Schwarz, M. 2004. Knowing in practice: How consultants work with clients to create, share and apply knowledge? Academy of Management Best Conference Paper Proceedings. New Orleans: Academy of Management.10.5465/ambpp.2004.13862582 Search in Google Scholar

Scott, R. & Matthias, O. 2018. Consulting in the public sector. In: Manville, G., Matthiass, O. & Campbell, J. (eds.) Management Consultancy Insights and Real Consultancy Projects. Abingdon, Oxon: Routledge.10.4324/9781315593425-8 Search in Google Scholar

Stumpf, S. A. & Longman, R. A. 2000. The Ultimate Consultant: building long-term, exceptional value client relationships. Career Development International, 5, 124-134. Search in Google Scholar

Susskind, R. & Susskind, D. 2017. The Future of the Professions. How Technology Will Transform the Work of Human Experts, Oxford, OUP.10.1016/S2155-8256(17)30099-6 Search in Google Scholar

Werr, A. & Pemer, F. 2007. Purchasing management consulting services—From management autonomy to purchasing involvement. Journal of Purchasing and Supply Management, 13, 98-112. Search in Google Scholar

Polecane artykuły z Trend MD

Zaplanuj zdalną konferencję ze Sciendo