Client-consultant interaction: Capturing social practices of professional service production
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In: Scandinavian Journal of Management, Vol. 25, No. 3, 09.2009, p. 289-298.
Research output: Journal contributions › Journal articles › Research › peer-review
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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 -