Spoilt for choice : how senior managers select professional advisors / Wienke Seeger.

Format:

Book

Author/Creator:

Seeger, Wienke, author.

Series:

Series in business and finance.

Series in Business and Finance

Language:

English

Subjects (All):

Consultants--Selection and appointment.

Consultants.

Physical Description:

1 online resource (300 pages).

Place of Publication:

Wilmington, Delaware, United States : Vernon Press, [2019]

Summary:

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 'competiveness, 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 qualitative research methods.

Notes:

Description based on print version record.

ISBN:

1-62273-590-0