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- W1573334907 abstract "Research into client-consultancy relationship is very much dominated by the discussion ofclients and consultants as “insiders” and “outsiders”. Whilst each rests on the notion of theirbeing two distinct but interrelated parties they evince different role possibilities. In this contextpast research has portrayed each party as an undifferentiated agent. In this paper we unpackthe nature of the client system to investigate what kinds of clients’ moves constitute theconsultancy-client relationship, how these moves are used to manage the relationship withconsultants and how these moves relate to the structural/power features of the various levelsof consultancy-client relationship. We apply the theoretical perspectives of moves and structuration and employ a definition ofknowledge as “situated performance or praxis” (Pentland 1992). The research method isbased on a single longitudinal field study including extensive interviews with consultants andclients and observation of key interactions and meetings between the two parties over aperiod of two years. The findings illustrate a taxonomy of clients’ moves showing how clients might respond in thecontext of consultants proposing recommendations. The different types of clients are shownas an important resource that the client’s organization calls upon in order to manage theirrelationship with the consultants. The different moves initiated by clients enact and display therelationship, power and structure within an organization and allow clients to exercise powerover the consultants. We argue that the successful outcome of consultants’ work depends ontheir knowledge of the different client systems during an assignment." @default.
- W1573334907 created "2016-06-24" @default.
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- W1573334907 date "2007-06-02" @default.
- W1573334907 modified "2023-09-26" @default.
- W1573334907 title "Clients' different moves in managing the client-consultant relationship" @default.
- W1573334907 hasPublicationYear "2007" @default.
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