 Spoilt for Choice: How senior managers select professional advisors [Hardback, B&W]Wienke Seeger in Vernon Press Titles in Economics from Vernon Art and Science Inc Abstract: How do senior executives, such as CEOs and CFOs, interact, select and appoint professional advisors? Based on a successful PhD project, the research in this book explores the interactions between advisors of large professional service firms and senior executive clients on an evidence-based academic level. The research journey and the author’s reflections are charted step-by-step, providing an example of how to analyse unstructured qualitative data, reach theoretical saturation and capture emerging substantive theories. Moreover, by taking a unique holistic and inductive approach, this study offers a series of practical insights on how to combine and apply Kathy Charmaz’ constructivist grounded theory with an auto-ethnographic stance. Divided into eight chapters, the author uses empirical data and rigorous analysis to uncover two distinct decision-making processes, namely (a) the client’s decision to develop and maintain a relationship with the advisor and (b) to select and appoint the advisor for a particular project or services. Mapping these to one common conceptual framework a second complementary model emerges - a type of decision-making matrix with the foci ’competitiveness, skills and merit’, ‘continuity and embeddedness’, ‘control and manage’ and ‘trust and empathy’ - which offers the reader an alternative perspective of client decision-making. This book will be useful for practitioners and researchers alike who have an interest in understanding either naturalistic decision-making processes, the complexities of relationship development and procurement dynamics, as well as applied qualitative research methods. Keywords: Constructivist grounded theory; grounded theory; image theory; NDM naturalistic decision-making; auto-ethnographic approach; inductive research; qualitative research; Professional services; Big Four; accounting firms; client relationships; appointment of advisors; professional advisors; selection of advisor; trusted advisor; procurement/purchasing of professional services; Kathy Charmaz; Tony Bryant; Lee Roy Beach; David Maister; Michael Mohe (search for similar items in EconPapers) Downloads: (external link) Related works: Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text Persistent link: https://EconPapers.repec.org/RePEc:vpr:ecbook:596 Ordering information: This item can be ordered from Access Statistics for this book More books in Vernon Press Titles in Economics from Vernon Art and Science Inc 1000 N West Street, Suite 1200. |
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