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Quality of consulting services and consulting fees

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  • Momparler, Alexandre
  • Carmona, Pedro
  • Lassala, Carlos

Abstract

This study explores whether consulting service clients' degree of satisfaction can explain differences in consulting service fees to the same clients. By monitoring factors having a relationship with consulting fees as well as consulting service quality attributes, this study notes that client satisfaction with consulting team positively and strongly affects consulting fees. A dimension of consulting client satisfaction, which is not a consulting service quality attribute, is the factor that better explains consulting service pricing. This satisfaction dimension may allow consultants to charge higher fees through higher leverage while setting prices during contracting process. Clients' satisfaction with consulting firms appears to be unimportant in the consulting service market. Results emphasize that individuals' participation in consulting processes is essential for consulting firms to be able to single out their consulting services.

Suggested Citation

  • Momparler, Alexandre & Carmona, Pedro & Lassala, Carlos, 2015. "Quality of consulting services and consulting fees," Journal of Business Research, Elsevier, vol. 68(7), pages 1458-1462.
    • Handle: RePEc:eee:jbrese:v:68:y:2015:i:7:p:1458-1462
    DOI: 10.1016/j.jbusres.2015.01.033
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    References listed on IDEAS

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    Cited by:

    1. Severin Oesterle & Arne Buchwald & Nils Urbach, 2022. "Investigating the co-creation of IT consulting service value: empirical findings of a matched pair analysis," Electronic Markets, Springer;IIM University of St. Gallen, vol. 32(2), pages 571-597, June.
    2. Fernando A. F. Ferreira & Ronald W. Spahr & Mark A. Sunderman & Audrius Banaitis & João J. M. Ferreira, 2017. "A learning-oriented decision-making process for real estate brokerage service evaluation," Service Business, Springer;Pan-Pacific Business Association, vol. 11(3), pages 453-474, September.
    3. Climent-Serrano, Salvador & Bustos-Contell, Elisabeth & Labatut-Serer, Gregorio & Rey-Martí, Andrea, 2018. "Low-cost trends in audit fees and their impact on service quality," Journal of Business Research, Elsevier, vol. 89(C), pages 345-350.
    4. Pemer, Frida & Skjølsvik, Tale, 2019. "The cues that matter: Screening for quality signals in the ex ante phase of buying professional services," Journal of Business Research, Elsevier, vol. 98(C), pages 352-365.
    5. Yoo Hwan Lee & Young Wook Seo, 2018. "Strategies for Sustainable Business Development: Utilizing Consulting and Innovation Activities," Sustainability, MDPI, vol. 10(11), pages 1-19, November.
    6. Lassala, Carlos & Carmona, Pedro & Momparler, Alexandre, 2016. "Alternative paths to high consulting fees: A fuzzy-set analysis," Journal of Business Research, Elsevier, vol. 69(4), pages 1367-1371.
    7. Gowangwoo Park & Seok-Kee Lee & Kanghwa Choi, 2021. "Evaluating the Service Operating Efficiency and Its Determinants in Global Consulting Firms: A Metafrontier Analysis," Sustainability, MDPI, vol. 13(18), pages 1-18, September.

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