The Three-Dimensional Construction of Management Advisory Services

Furusten, StaffanStockholm School of Economics,Handelshögskolan i Stockholm (författare)

LIBRIS-ID:oai:hhs.se:1161092270006056
https://research.hhs.se/esploro/outputs/bookChapter/The-Three-Dimensional-Construction-of-Management-Advisory/991001519099006056URI

The chapters of this book have provided a number of illustrations of how deals between buyers and suppliers of management advisory services come about. In the introductory chapter, two generic strategies for establishing confidence between buyers and suppliers, and thus reducing uncertainty in the purchasing situation, were reviewed: individualism and collectivism. Individualism implied the reduction of of uncertainty by building an individual trust-based relationship. Collectivism implied reliance on institutional characters, guaranteeing professional competence and conduct. As illustrated in the chapters of this book, these two strategies do not preclude each other - rather they come into play simultaneously in the establishment of single deals. In this and the following final chapter, we will take a closer look into such combinations and strategies.

Werr, AndreasStockholm School of Economics,Handelshögskolan i Stockholm(Swepub:hhs)439@hhs.se (författare)
Handelshögskolan i StockholmStockholm School of Economics (creator_code:org_t)

Ingår i:Dealing with Confidence: The Construction of Need and Trust in Management Advisory ServicesFrederiksberg : Copenhagen Business School Press, s. 217-2329788763099660876309966797887630996608763099667

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