Dealing with confidence : the construction of need and trust in management advisory services /

Detalles Bibliográficos
Clasificación:Libro Electrónico
Otros Autores: Furusten, Staffan, Werr, Andreas
Formato: Electrónico eBook
Idioma:Inglés
Publicado: Copenhagen ; Herndon, VA : Copenhagen Business School Press, 2005.
Edición:1st ed.
Temas:
Business consultants.
Consulting firms.
Conseillers d'entreprise.
Sociétés de conseil.
Business consultants
Consulting firms
Acceso en línea:Texto completo
Tabla de Contenidos:
  • 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
  • Conclusions
  • 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
  • Conclusions.
  • 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
  • Conclusions
  • 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
  • Conclusions
  • 10 Breaking Laws
  • Making Deals
  • Professionalism through law-compliance.

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