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Dealing with confidence : the construction of need and trust in management advisory services / Staffan Furusten and Andreas Werr (eds.).
- Format:
- Book
- Language:
- English
- Subjects (All):
- Business consultants.
- Consulting firms.
- Physical Description:
- 269 p. : ill.
- Edition:
- 1st ed.
- Place of Publication:
- Copenhagen ; Herndon, VA : Copenhagen Business School Press, 2005.
- Language Note:
- English
- Summary:
- "Based on studies of the use of management consulting, financial consulting, legal services, and IT services, this book sheds light on how needs in organizations for management advice services are constructed and why certain service suppliers are given trust to deliver. "
- Contents:
- Intro
- Dealing with Confidence
- Table of Contents
- Preface
- 1 Bringing in Managerial Expertisefrom External Markets
- A growing advice business and increasing uncertainty in organizations
- From organizations to markets and back again
- The construction of needs for management advisory services
- The emergence of new professionalism
- The construction of trust for suppliers of management advisory services
- The buyer-supplier relationship: In-between individualism and collectivism
- Dealing with confidence in arenas for expertise construction
- Outline of the Book
- 2 "New" Professionalism
- New types of experts and new forms of expertise
- Standardization of work tasks
- Collectivization of expert knowledge
- "New" professional expert knowledge
- The disembedding of experts
- The construction of temporally re-embedded new professionalism
- Conclusions: Temporary new professionalism as a social accomplishment
- 3 Purchasing as Supply Management
- The development of purchasing
- Definition of purchasing
- Different approaches to purchasing and supply management
- Degrees of sophistication or purchasing maturity
- The development of the purchasing profession
- The specifics of buying services
- Key aspects in the purchasing of qualified services
- Conclusions
- 4 Selling Business Law Services
- Professionalization and the legal profession
- Marketing business law services
- Discussion and conclusion
- 5 Properties of Expertise
- Constructing product properties
- Corporate finance services
- A product with the properties of extravagance and necessity
- The case continued
- Courting-Engagement-Courting
- Conclusions: Management advisory services under construction
- 6 Taking Control of NeedConstruction
- From an individual to embedded view of management consultant use
- Alpha - A self-confident buyer.
- Beta - An unconfident buyer
- Understanding the use of consultants in an organizational context
- 7 The Organization of Expertise
- Interactive media as an emerging field of expertise
- The socially constructed nature of interactive media
- The organization of interactive media production
- Constructing interactive media production as expert services
- Discussion: The organization of expert IT knowledge
- 8 Needs and Interaction
- The fundamental role of the statutory audit
- Purchases of additional advisory services
- Purchasing auditing services - A CFO perspective
- Purchasing auditing services - A case study
- Discussion of the empirical results
- 9 Doing Deals Despite Distrust
- Significant factors behind consultancy deals
- Management consultants and top corporations
- The distrust of the industry
- Demand: The needs of clients
- Supply: Consultancy characteristics
- 10 Breaking Laws - Making Deals
- Professionalism through law-compliance
- Professionalism through breaking the law
- The power of law
- Conclusion: Outlaw deals
- 11 Breaking the Personal Tie
- Managing the purchase of management consultants
- Strategies for organizing the purchase of management consulting services
- Discussion and conclusions
- 12 Dealing with Values
- Paying for the delivered value
- Valuing and pricing management consulting
- Value-based pricing in practice: Selling real improvements?
- Turning a wonderful ideal into practice
- Measuring and comparing new-professional expertise
- Closing deals without knowing, and setting a value on the unknown
- Conclusions: Beyond individualism and collectivism
- 13 The Three-Dimensional Construction of Management Advisory Services
- Three organizing dimensions for the construction of needs and trust.
- Three-dimensional constructions of need and trust for MAS
- 14 Arena Mechanisms
- An arena for need and trust construction
- Rules on arenas for need and trust construction
- The games in practice
- The confidence game, individualism and collectivism
- Arenas, markets and organizations
- References
- Notes on Contributors.
- Notes:
- Bibliographic Level Mode of Issuance: Monograph
- Includes bibliographical references.
- ISBN:
- 87-630-9966-7
- OCLC:
- 774280273
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