search query: @author Karantinou, K. M. / total: 1
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| Author: | Karantinou, K. M. Hogg, M. K. |
| Title: | Exploring Relationship Management in Professional Services: A Study of Management Consultancy |
| Journal: | Journal of Marketing Management
2001 : APR, VOL. 17:3-4, p. 263-286 |
| Index terms: | MANAGEMENT CONSULTANCY SERVICE |
| Language: | eng |
| Abstract: | This paper examines relationship management within management consultancy. Management consultancy is an important context for researching relationships as consultancy assignments tend to be project-based and long term in nature and client-consultant interactions are characterised by complexity; value conflicts; asymmetry of information; complex power balances; and differences in perceptions and expectations between clients and consultants. Using a case study approach, consultants' strategic views of relationships; their policies for managing relationships; the opportunity costs of relationship management policies for consultancy firms; as well as clients' views on loyalty and relationship development, are investigated. |
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