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Making a consultancy slideshow 'rock solid': a study of pragmatic efficacy

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  • Alaric Bourgoin

    (CSI i3 - Centre de Sociologie de l'Innovation i3 - Mines Paris - PSL (École nationale supérieure des mines de Paris) - PSL - Université Paris Sciences et Lettres - I3 - Institut interdisciplinaire de l’innovation - CNRS - Centre National de la Recherche Scientifique)

  • Fabian Muniesa

    (CSI i3 - Centre de Sociologie de l'Innovation i3 - Mines Paris - PSL (École nationale supérieure des mines de Paris) - PSL - Université Paris Sciences et Lettres - I3 - Institut interdisciplinaire de l’innovation - CNRS - Centre National de la Recherche Scientifique)

Abstract

The paper examines the pragmatic efficacy of a paradigmatic representational device used in the work of management consulting: the diagrammatic presentation of managerial problems in a consultancy slideshow. We present an ethnographic analysis of a consultancy mission, focusing on the moments in which presentation is crafted, altered and discussed before reaching a stage of relative felicity. We analyze the conditions for this felicity as they are made explicit through the consultants' ordinary work. We found that consultants manage three types of constrains when producing the representational device: (1) to create an appropriate effect on the target, (2) to be faithful to the "reality" of the situation and (3) to maintain an internal coherence of the representation. We further discuss these three aspects in the light of a pragmatist approach.

Suggested Citation

  • Alaric Bourgoin & Fabian Muniesa, 2012. "Making a consultancy slideshow 'rock solid': a study of pragmatic efficacy," Working Papers halshs-00702224, HAL.
    • Handle: RePEc:hal:wpaper:halshs-00702224
    Note: View the original document on HAL open archive server: https://shs.hal.science/halshs-00702224v1
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    References listed on IDEAS

    as
    1. Donald Mackenzie & Fabian Muniesa & Lucia Siu, 2007. "Do Economists Make Markets? On the Performativity of Economics," Post-Print halshs-00149145, HAL.
    2. Doganova, Liliana & Eyquem-Renault, Marie, 2009. "What do business models do?: Innovation devices in technology entrepreneurship," Research Policy, Elsevier, vol. 38(10), pages 1559-1570, December.
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    4. Andrew Sturdy, 1997. "The Consultancy Process — An Insecure Business?," Journal of Management Studies, Wiley Blackwell, vol. 34(3), pages 389-413, May.
    5. Fabian Muniesa, 2007. "Market technologies and the pragmatics of prices," Post-Print halshs-00160893, HAL.
    6. Donald MacKenzie & Fabian Muniesa & Lucia Siu, 2007. "Introduction to Do Economists Make Markets? On the Performativity of Economics," Introductory Chapters, in: Donald MacKenzie & Fabian Muniesa & Lucia Siu (ed.),Do Economists Make Markets? On the Performativity of Economics, Princeton University Press.
    7. Sarah Kaplan, 2011. "Strategy and PowerPoint: An Inquiry into the Epistemic Culture and Machinery of Strategy Making," Organization Science, INFORMS, vol. 22(2), pages 320-346, April.
    8. Robin Fincham, 1999. "The Consultant–Client Relationship: Critical Perspectives on the Management of Organizational Change," Journal of Management Studies, Wiley Blackwell, vol. 36(3), pages 335-351, May.
    Full references (including those not matched with items on IDEAS)

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    More about this item

    Keywords

    management consulting; pragmatism; powerpoint; organizational ethnography;
    All these keywords.

    JEL classification:

    • Z13 - Other Special Topics - - Cultural Economics - - - Economic Sociology; Economic Anthropology; Language; Social and Economic Stratification
    • M00 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - General - - - General

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