TY - JOUR

T1 - Client-consultant interaction

T2 - Capturing social practices of professional service production

AU - Nikolova, Natalia

AU - Reihlen, Markus

AU - Schlapfner, Jan-Florian

PY - 2009/9

Y1 - 2009/9

N2 - Based 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. Crown

AB - Based 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. Crown

KW - Management studies

KW - Unternehmensberatung

KW - Beziehungsmarketing

KW - Projektmanagement

KW - Erfolgsfaktor

KW - Consulting

KW - Client–consultant interaction

KW - Project management

KW - Consulting success

UR - http://www.scopus.com/inward/record.url?scp=68349109628&partnerID=8YFLogxK

U2 - 10.1016/j.scaman.2009.05.004

DO - 10.1016/j.scaman.2009.05.004

M3 - Journal articles

VL - 25

SP - 289

EP - 298

JO - Scandinavian Journal of Management

JF - Scandinavian Journal of Management

SN - 1873-3387

IS - 3

ER -