IDEAS home Printed from https://ideas.repec.org/a/vrs/mancon/v1y2018i2p16-27n1.html
   My bibliography  Save this article

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

Author

Listed:
  • Matthias Olga

    (Sheffield Hallam University)

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.

Suggested Citation

  • Matthias Olga, 2018. "Professional Purchasing Provides Professional Projects and Removes Personal Bias. Doesn’t It?," Management Consulting Journal, Sciendo, vol. 1(2), pages 16-27, December.
    • Handle: RePEc:vrs:mancon:v:1:y:2018:i:2:p:16-27:n:1
    DOI: 10.2478/mcj-2018-0008
    as

    Download full text from publisher

    File URL: https://doi.org/10.2478/mcj-2018-0008
    Download Restriction: no
    File URL: https://libkey.io/10.2478/mcj-2018-0008?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:vrs:mancon:v:1:y:2018:i:2:p:16-27:n:1. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Peter Golla (email available below). General contact details of provider: https://www.sciendo.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.