Influence and power dynamics in client-consultant teams

© 2009, © Emerald Group Publishing Limited. Purpose – The aim of this paper is to provide a clearer picture of the nature of power imbalance in client-consultant teams, which has negative consequences for the development and implementation of consultants' recommendations, and to outline ways how to avoid such an imbalance in the first instance. Design/methodology/approach – This is an empirical paper based on in-depth semi-structured interviews with clients and consultants from the strategic consulting sector in Australia. Findings – Taking a differentiated look at the roles and responsibilities of members of client-consultant teams, the authors propose that power within client-consultant teams is multidimensional and the outcome of the interplay of its different forms is not predictable. It is further argued that a power balance is crucial for achieving better results from consulting projects. Research limitations/implications – The findings are not generalizable, due to the small sample and the focus on strategic consulting. The results encourage further research in different types of consulting projects as well as studies based on observation of client-consultant interactions. Practical implications – The paper highlights the main points of concern for managers and consultants and provides some suggestions on how to achieve a balanced relationship. Originality/value – This paper's major contribution is in providing deeper insight into a hitherto underexplored issue of client-consultant interactions: the contested nature of power in client-consultant teams and the reasons and outcomes of power imbalance

Modular strategies: B2B technology and architectural knowledge

Business-to-business information technology systems are becoming increasingly important in firm supply chains. Utilizing the concept of modularity, this article clarifies the strategic implications of B2B technology. There are two generic B2B strategies: modularization, which allows a firm to rent out its internal capabilities to others in its industry; and architectural entrepreneurship, which alters the supply chain by allowing a central coordinating firm to facilitate arrangements that trust issues and information asymmetries had previously made impossible. Which modular strategy is appropriate depends on the role the focal firm plays in the supply chain and their supply chain indispensability. Only firms with deep architectural knowledge can take full advantage of these modular strategies

The role of fairness and ambiguity in negotiating marketing alliances

This paper provides empirical support for the positive effects of distributive, procedural and interactional fairness on the choice to form a marketing alliance. Furthermore, the results provide some support for the negative impact of ambiguity in respect to the partner’s marketing capabilities on the choice to form a marketing alliance

Global strategies for social product consumption: Identifying the socially-conscious consumer

This paper provides and overview of a multiple country examination of consumers willingness to pay for social product features. Using latent class finite mixture modeling we show that segments of socially conscious consumers exist but they possess characteristics at odds with traditional thinking

Knowledge management: Philosophy, process, and pitfalls

According to a leading scholar of management James Brian Quinn,' "The capacity to manage human intellectand to transform intellectual output into a service or a group of services embodied in a product is fast becoming the critical executive skill of this era." Contrast that with the assertion by the pointy-haired boss of the Dilbert cartoon that his company's success will be driven by "redesigning processes to enable enterprise integration of knowledge resources and tools." The first is a serious, thoughtful, and eminently reasonable statement of a belief in the transformation of management. The second is a caricature of that belief, subsequently doused by Wally's response, "Is it okay if I do nothing?" Leave it to Scott Adams and his alter egos to gut the sanctity from the latest management fad

The importance of social product attributes in consumer purchasing decisions: A multi-country comparative study

This paper examines the role that social attributes-environmental and labour conditions-play in product choice across a range of developed and emerging economies. We use a multi-attribute design to force consumers to not only trade-off social attributes with tangible attributes but also make trade-offs with other intangible attributes, namely brand and country of origin. Our results show that: (1) social attributes are generally more influential in developed than in emerging economies, (2) the importance of social attributes holds across high and low involvement products, and (3) social attributes can influence product choice even when other intangible attributes are included in the design. We believe that our results offer a more accurate picture of the role of social attributes since they are based on a multi-cue, multi-product design that forced consumers to make tradeoffs between tangible and intangible attributes. © 2009 Elsevier Ltd. All rights reserved

Tourism discretionary spending choice behaviour

Studies of tourism demand are numerous. But studies of how consumers apportion discretionary resources to tourism and across other competing categories of discretionary expenditure are non-existent. Therefore, how individuals and households make trade-offs between, or assess the respective utilities of, the various categories of discretionary expenditure and allocate discretionary financial resources, appears to be unknown. This study seeks to address this need by examining discretionary expenditure through choice experiments. The data provide insights into how each type of discretionary expenditure is valued and how each type competes for a share of the discretionary expenditure ‘pie’. We discuss the results with an emphasis on the implications for tourism marketing

The Myth of the Ethical Consumer

Corporations and policy makers are bombarded with international surveys purporting to show that most consumers want ethical products. Yet when companies offer such products they are often met with indifference and limited uptake. It seems that survey radicals turn into economic conservatives at the checkout. This book reveals not only why the search for the ethical consumer is futile but also why the social aspects of consumption cannot be ignored. Consumers are revealed to be much more deliberative and sophisticated in how they do or do not incorporate social factors into their decision making. Using first-hand findings and extensive research, The Myth of the Ethical Consumer provides academics, students, and leaders in corporations and NGOs with an enlightening picture of the interface between social causes and consumption

New horses for old courses - questioning the limitations of sustainable tourism to supply-driven measures and the nature-based context

It seems a general belief that (1) sustainable tourism is supply-driven, and (2) sustainable tourists are visitors engaging in nature-based travel activities. Results reported in this paper challenge these assumptions. Findings from an online survey indicate that nature-based travel is not solely related to environmentally protective attitudes. Market-driven mechanisms could therefore be used to strengthen ecological sustainable tourism. Only 39 % of respondents classified as ‘Ecologically Caring Tourists’ stated that an intense experience of nature is a motivation for their vacation travel behaviour. The findings indicate two possible directions for the strengthening of sustainable tourism measures: (1) demand-driven mechanisms could be used in addition to supply-side measures to identify and attract groups of tourists with a smaller ecological footprint; (2) the tourism market suitable to increase ecological sustainability is likely to be much larger than assumed by focusing on nature-based tourism only. These findings could be of great benefit to any tourism destination in terms of the development of new tools and the identification of new tourism contexts for managing ecological sustainability

Containing the Not-Invented-Here Syndrome in external knowledge absorption and open innovation: The role of indirect countermeasures

This paper builds new theory and provides supporting evidence to contain the Not-Invented-Here Syndrome (NIHS) – a persistent decision-making error arising from an attitude-based bias against external knowledge. Conceptually, we draw on the 4i framework of organizational learning to develop a novel process perspective on NIHS. This allows us not only to unpack how and where NIHS impedes organizational learning, but also to identify the key requirements for effective NIHS countermeasures. Importantly, countermeasures fall into two categories: those that seek to change the negative attitude directly (direct NIHS countermeasures) and those that seek to attenuate the behavioral impact of negative attitudes without addressing the attitudes as such (indirect NIHS countermeasures). While the evidence base on direct NIHS countermeasures has grown over the last decade, indirect NIHS countermeasures have received little research attention. To address this gap, we adopt a mixed methods research design composed of two complementary empirical studies – the first qualitative and the second quantitative. Study 1 explores the prevalence of distinct NIHS countermeasures in collaborative R&D practice. Based on 32 interviews and three focus group meetings with R&D employees, we find that a broad array of primarily direct NIHS countermeasures is employed in R&D practice. Study 2 addresses the scarcity of scholarly and managerial insights on indirect NIHS countermeasures by testing the effectiveness of perspective taking as a debiasing technique to contain negative attitudes at the level of the individual. Based on quantitative survey data from 565 global R&D projects, it provides empirical evidence not only for the prevalence and negative effects of NIHS on project success as mediated by external knowledge absorption, but also for the effectiveness of perspective taking as an exemplary indirect NIHS countermeasure