Client-consultant interaction: Capturing social practices of professional service production

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Client-consultant interaction: Capturing social practices of professional service production. / Nikolova, Natalia; Reihlen, Markus; Schlapfner, Jan-Florian.
In: Scandinavian Journal of Management, Vol. 25, No. 3, 09.2009, p. 289-298.

Research output: Journal contributionsJournal articlesResearchpeer-review

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@article{87446bcbae6e4e119294173c013b329a,
title = "Client-consultant interaction: Capturing social practices of professional service production",
abstract = "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",
keywords = "Management studies, Unternehmensberatung, Beziehungsmarketing, Projektmanagement, Erfolgsfaktor, Consulting, Client–consultant interaction, Project management, Consulting success",
author = "Natalia Nikolova and Markus Reihlen and Jan-Florian Schlapfner",
year = "2009",
month = sep,
doi = "10.1016/j.scaman.2009.05.004",
language = "English",
volume = "25",
pages = "289--298",
journal = "Scandinavian Journal of Management",
issn = "1873-3387",
publisher = "Elsevier Limited",
number = "3",

}

RIS

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 -