Management consultants: Client and consultant perspectives

Flemming Poulfelt and Adrian Paynee

Scandinavian Journal of Management, 1994, vol. 10, issue 4, 421-436

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.

Keywords: Management; consulting; industry; use; of; consultants; client-consultant; relationship; professional; conduct; consulting; firms (search for similar items in EconPapers)
Date: 1994
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