Making Sense of Conflicts During Management Consulting Missions: A Values-in-Practice Approach

Myriam Bazdah and Florence Allard-Poesi ()
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Myriam Bazdah: COACTIS - COnception de l'ACTIon en Situation - UL2 - Université Lumière - Lyon 2 - UJM - Université Jean Monnet - Saint-Étienne
Florence Allard-Poesi: IRG - Institut de Recherche en Gestion - UPEM - Université Paris-Est Marne-la-Vallée - UPEC UP12 - Université Paris-Est Créteil Val-de-Marne - Paris 12

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Abstract: This study investigates to what extent and how consultant–client relationships generate conflicts, in particular conflicts of values. Based on 50 case studies of management consulting missions, our research identifies four client–consultant relationship dynamics, of which three are marked by relational, methodological, or values conflicts. Our results: (1) highlight the situated and dynamic nature of values conflicts, which are shown to be associated with the consultant's or client's relational practices, as they violate norms of respectful business interactions; (2) demonstrate how values—referring to what practices are and are not desirable from the consultant's and client's points of view—are called upon to make sense of situations that are experienced as highly stressful or emotional and that disrupt expectations of a business relationship; and (3) complement Jehn's (1992) definition of relational conflict by specifying that it can be associated with various conceptions of business relationships. From these results, we suggest two sets of practical recommendations to limit the risk of conflicts and improve both clients' and consultants' well-being during consulting projects.

Keywords: Management consulting relationship; Relational practices; Methodological practices; Values; Values conflict; Methodological conflict; Relational conflict (search for similar items in EconPapers)
Date: 2025-12-22
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Published in Journal of Business Ethics, 2025, ⟨10.1007/s10551-025-06211-6⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-05433474

DOI: 10.1007/s10551-025-06211-6

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