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Article
Publication date: 30 November 2018

Jukka Mattila, Sampo Tukiainen and Sami Kajalo

The paper advances research on the heterogeneity of client behavior and the understanding of “the client” as a key topic in the research of management consulting. First, this…

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Abstract

Purpose

The paper advances research on the heterogeneity of client behavior and the understanding of “the client” as a key topic in the research of management consulting. First, this issue is addressed by summarizing the clients’ reasons for acquiring and utilizing management consulting services. Second, the purpose of this paper is to examine the ways in which these reasons vary in four key client groups.

Design/methodology/approach

Building on 1,127 responses to a survey questionnaire, the clients’ motives for acquiring and using management consulting are examined in four different client groups. Principal component analysis with an eigenvalue greater than one and varimax rotation method was used to discern the motives for acquiring and using consulting.

Findings

The analysis identifies two co-existing factors as key reasons for acquiring and utilizing management consulting: “Impact” and “Significance.” This typology is used to show that the reasons for acquiring management consulting services are dependent on the hierarchical level of the client. While reasons related to “Impact” are consistently emphasized in the four examined client groups, reasons related to “Significance” show greater variance and are emphasized less higher up in the organizational hierarchy.

Research limitations/implications

The paper argues for the need to reconsider the conventionally marginal and subordinate position of subjective motivations in the management consulting literature. The paper creates bridges between previously contending paradigms by developing a holistic and comprehensive framework of the client motives for utilizing management consulting.

Practical implications

For practitioners, the results complement prior understandings of client purchase decision making. More fundamentally, this paper provides elements for restructuring the overall discourse on the roles and uses of consultants.

Originality/value

The paper is the first large-sample examination of client heterogeneity, developing an empirically verified typology of the reasons for utilizing management consulting. More importantly, the paper specifies how these reasons vary among four key client groups. The primary contributions of the paper are: the paper posits a robust typology on the previously multivocal and fragmented reasons for utilizing management consulting. The paper specifies how the reasons vary in four key client groups, developing a more nuanced understanding of the heterogeneity of “the client.”

Details

Baltic Journal of Management, vol. 14 no. 2
Type: Research Article
ISSN: 1746-5265

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Article
Publication date: 22 June 2010

Sampo Tukiainen, Kirsi Aaltonen and Mervi Murtonen

The purpose of this paper is to examine the sensemaking processes leading to project managers' responses to an unexpected event in an international project setting. High…

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Abstract

Purpose

The purpose of this paper is to examine the sensemaking processes leading to project managers' responses to an unexpected event in an international project setting. High uncertainty and unexpected events are prevalent in international projects conducted in challenging and complex environments. The paper analyzes how an unexpected event and the ways to cope with it were made sense of by a Finnish and a Chinese project manager in a system supplier's delivery project in China.

Design/methodology/approach

This paper builds on a qualitative case study of the two project managers' sensemaking processes in the face of a single unexpected event. Narrative interviews were used as the method for data collection. The actantial framework by Greimas was used in analyzing the interview narratives.

Findings

The paper shows how the project managers' sensemaking processes, even within the same project management team, are highly subjective, leading to the coexistence of multiple, and highly divergent responses to the unexpected event. The paper also highlights how these sensemaking processes create the coexistence of multiple, divergent systems of project structures and boundaries for coping with the unexpected event.

Originality/value

While the existing project management literature has distinguished various tactics used by project managers for responding to unexpected events, of lesser attention have been the actual sensemaking processes underlying and producing these responses. The paper especially stresses how the sensemaking processes between project managers coming from culturally different backgrounds can yield highly contrasting interpretations and responses to the same event.

Details

International Journal of Managing Projects in Business, vol. 3 no. 3
Type: Research Article
ISSN: 1753-8378

Keywords

Available. Content available
Article
Publication date: 22 June 2010

Derek H.T. Walker

391

Abstract

Details

International Journal of Managing Projects in Business, vol. 3 no. 3
Type: Research Article
ISSN: 1753-8378

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