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Management consultants: Client and consultant perspectives

Author

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  • Poulfelt, Flemming
  • Paynee, Adrian

Abstract

The study examines the Danish management consulting industry from the perspective of the consulting firms' managing partner and the client organization's chief executive officer. It examines the principal motives in clients' use of consultants and their buying behaviour, as well as clients' perceptions of consulting firms and their experiences in working with them. The results confirm a number of basic beliefs regarding the value of using consultants, but question some of the consultants' capabilities and ethical behaviour. The paper also addresses the challenges facing consultants and clients in improving both their relationship and assignment effectiveness.

Suggested Citation

  • Poulfelt, Flemming & Paynee, Adrian, 1994. "Management consultants: Client and consultant perspectives," Scandinavian Journal of Management, Elsevier, vol. 10(4), pages 421-436, December.
    • Handle: RePEc:eee:scaman:v:10:y:1994:i:4:p:421-436
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    Citations

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    Cited by:

    1. Susanne Gretzinger & Holger Hinz & Wenzel Matiaske, 2010. "Cooperation in Innovation Networks: The Case of Danish and German SMEs," management revue. Socio-economic Studies, Rainer Hampp Verlag, vol. 21(2), pages 193-216.
    2. Przemyslaw Hensel, 2013. "Doradztwo jako temat badan naukowych – przegl¹d wspolczesnej literatury. (Consulting as a subject of study – a review of a recent literature.)," Problemy Zarzadzania, University of Warsaw, Faculty of Management, vol. 11(43), pages 9-24.
    3. Werr, Andreas, 2005. "Consultant supported ERP implementation – a learning opportunity?," SSE/EFI Working Paper Series in Business Administration 2005:3, Stockholm School of Economics.
    4. Pemer, Frida & Werr, Andreas, 2005. "Between exploitation and control – Clients’ conceptions of the consultant-client relationship," SSE/EFI Working Paper Series in Business Administration 2005:4, Stockholm School of Economics.
    5. Bäcklund, Jonas & Werr, Andreas, 2001. "The construction of global management consulting - a study of consultancies’ web presentations," SSE/EFI Working Paper Series in Business Administration 2001:3, Stockholm School of Economics.
    6. Roger Svensson, 2001. "Success Determinants when Tendering for International Consulting Projects," International Journal of the Economics of Business, Taylor & Francis Journals, vol. 8(1), pages 101-122.

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