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Spoilt for Choice: How senior managers select professional advisors [Hardback, B&W]

Abstract

How do senior executives, such as CEOs and CFOs, interact, select and appoint professional advisors? Based on a successful PhD project, the research in this book explores the interactions between advisors of large professional service firms and senior executive clients on an evidence-based academic level. The research journey and the author’s reflections are charted step-by-step, providing an example of how to analyse unstructured qualitative data, reach theoretical saturation and capture emerging substantive theories. Moreover, by taking a unique holistic and inductive approach, this study offers a series of practical insights on how to combine and apply Kathy Charmaz’ constructivist grounded theory with an auto-ethnographic stance. Divided into eight chapters, the author uses empirical data and rigorous analysis to uncover two distinct decision-making processes, namely (a) the client’s decision to develop and maintain a relationship with the advisor and (b) to select and appoint the advisor for a particular project or services. Mapping these to one common conceptual framework a second complementary model emerges - a type of decision-making matrix with the foci ’competitiveness, skills and merit’, ‘continuity and embeddedness’, ‘control and manage’ and ‘trust and empathy’ - which offers the reader an alternative perspective of client decision-making. This book will be useful for practitioners and researchers alike who have an interest in understanding either naturalistic decision-making processes, the complexities of relationship development and procurement dynamics, as well as applied qualitative research methods.

Suggested Citation

  • (ed.), 2019. "Spoilt for Choice: How senior managers select professional advisors [Hardback, B&W]," Vernon Press Titles in Economics, Vernon Art and Science Inc, edition 1, number 596, July.
    • Handle: RePEc:vpr:ecbook:596
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    References listed on IDEAS

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    1. Suddaby, Roy & Cooper, David J. & Greenwood, Royston, 2007. "Transnational regulation of professional services: Governance dynamics of field level organizational change," Accounting, Organizations and Society, Elsevier, vol. 32(4-5), pages 333-362.
    2. Stock, James R. & Zinszer, Paul H., 1987. "The industrial purchase decision for professional services," Journal of Business Research, Elsevier, vol. 15(1), pages 1-16, February.
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