Creating the ‘Right’ Impression: Towards a Dramaturgy of Management Consultancy

Timothy Clark and Graeme Salaman

The Service Industries Journal, 1998, vol. 18, issue 1, 18-38

Abstract: This article aclopts a novel approach by examining the activities of management consultants in terms of the dramaturgical metaphor: This is a useful frameWork within which to illuminate their activities since a number of service characteristics combine to create a context within which the key task of management consultants is to convince clients of their quality and value. Impression management is therefore a core feature of consultancy work. In this sense management consultants are viewed as systems of persuasion creating compelling images which persuade clients of their quality and worth. This argument is illustrated with reference to the activities of executive search consultants.

Date: 1998
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Citations: View citations in EconPapers (8)

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Persistent link: https://EconPapers.repec.org/RePEc:taf:servic:v:18:y:1998:i:1:p:18-38

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DOI: 10.1080/02642069800000002

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The Service Industries Journal is currently edited by Eileen Bridges, Professor Domingo Ribeiro, Ronald Goldsmith, Barry Howcroft and Youjae Yi

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