IDEAS home Printed from https://ideas.repec.org/a/eee/scaman/v10y1994i4p421-436.html
   My bibliography  Save this article

Management consultants: Client and consultant perspectives

Author

Listed:
  • 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
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/0956522194900280
    Download Restriction: Full text for ScienceDirect subscribers only
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    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.

    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:eee:scaman:v:10:y:1994:i:4:p:421-436. 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: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/wps/find/journaldescription.cws_home/872/description#description .

    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.