haku: @author Steyrer, J. / yhteensä: 7
viite: 5 / 7
| Tekijä: | Steyrer, J. |
| Otsikko: | Nachfrageorientierte Kliententypologie in der Unternehmensberatung - Ergebnisse einer empirischen Erhebung. |
| Lehti: | Journal für Betriebswirtschaft
1990 : VOL. 40:3/4, p. 139-150 |
| Asiasana: | MANAGEMENT CONSULTING CLIENTS RESEARCH AUSTRIA |
| Kieli: | ger |
| Tiivistelmä: | Empirical surveys of consulting are purely descriptive and do not analyse the efficiency and conditions of successful consulting. The present study surveys the literature to identify the determinants of the demand for consulting. Fleischmann's taxonomy of customers is discussed, in which "pressure of problems" and "readiness to learn and cooperate" are the two dimensions. An empirical survey verified the taxonomy of Fleischmann, and a cluster analysis identified the following critical dimensions: pressure of problems and readiness to the process. Four classes of customers by situative criteria are: crisis manager, solver of special problems, assure of potential for results and user of subventions. |
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