Dealing with Confidence: The Construction of Need and Trust in Management Advisory Services

Dealing with Confidence : The Construction of Need and Trust in Management Advisory Services

LIBRIS-ID:oai:hhs.se:1158432360006056
ISBN:9788763099660
ISBN:9788763099660
https://research.hhs.se/esploro/outputs/editedBook/Dealing-with-Confidence-The-Construction-of/991001502899606056URI

How are the services and expertise of external management advisors brought into organizations? Based on studies of the use of management consulting, financial consulting, legal services, and IT services, this book sheds light on how needs in organizations for management advice services are constructed and why certain service suppliers are given trust to deliver. While the current literature on the purchasing of professional services has highlighted the individual interaction between buyers and suppliers in building necessary trust for a deal, this book focuses on their embeddedness in organizational and institutional structures within which service characteristics and confidence in individual suppliers is constructed. Dealing with Confidence examines the practice of purchasing in the intersection between individual trust and trust for representatives of a collective of professionals. It covers studies of the practice of individual managers, hiring their trusted advisors, organizations' efforts to professionalize their purchasing routines, and the advisers' efforts to become representatives of a professional collective.

Werr, AndreasStockholm School of Economics,Handelshögskolan i Stockholm(Swepub:hhs)439@hhs.se (redaktör/utgivare)
Furusten, StaffanStockholm School of Economics,Handelshögskolan i Stockholm (redaktör/utgivare)
Handelshögskolan i StockholmStockholm School of Economics (creator_code:org_t)

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