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

Intro -- Dealing with Confidence -- Table of Contents -- Preface -- 1 Bringing in Managerial Expertisefrom External Markets -- A growing advice business and increasing uncertainty in organizations -- From organizations to markets and back again -- The construction of needs for management advisory services -- The emergence of new professionalism -- The construction of trust for suppliers of management advisory services -- The buyer-supplier relationship: In-between individualism and collectivism -- Dealing with confidence in arenas for expertise construction -- Outline of the Book -- 2 "New" Professionalism -- New types of experts and new forms of expertise -- Standardization of work tasks -- Collectivization of expert knowledge -- "New" professional expert knowledge -- The disembedding of experts -- The construction of temporally re-embedded new professionalism -- Conclusions: Temporary new professionalism as a social accomplishment -- 3 Purchasing as Supply Management -- The development of purchasing -- Definition of purchasing -- Different approaches to purchasing and supply management -- Degrees of sophistication or purchasing maturity -- The development of the purchasing profession -- The specifics of buying services -- Key aspects in the purchasing of qualified services -- Conclusions -- 4 Selling Business Law Services -- Professionalization and the legal profession -- Marketing business law services -- Discussion and conclusion -- 5 Properties of Expertise -- Constructing product properties -- Corporate finance services -- A product with the properties of extravagance and necessity -- The case continued -- Courting-Engagement-Courting -- Conclusions: Management advisory services under construction -- 6 Taking Control of NeedConstruction -- From an individual to embedded view of management consultant use -- Alpha - A self-confident buyer.

Beta - An unconfident buyer -- Understanding the use of consultants in an organizational context -- Conclusions -- 7 The Organization of Expertise -- Interactive media as an emerging field of expertise -- The socially constructed nature of interactive media -- The organization of interactive media production -- Constructing interactive media production as expert services -- Discussion: The organization of expert IT knowledge -- Conclusions -- 8 Needs and Interaction -- The fundamental role of the statutory audit -- Purchases of additional advisory services -- Purchasing auditing services - A CFO perspective -- Purchasing auditing services - A case study -- Discussion of the empirical results -- Conclusions -- 9 Doing Deals Despite Distrust -- Significant factors behind consultancy deals -- Management consultants and top corporations -- The distrust of the industry -- Demand: The needs of clients -- Supply: Consultancy characteristics -- Conclusions -- 10 Breaking Laws - Making Deals -- Professionalism through law-compliance -- Professionalism through breaking the law -- The power of law -- Conclusion: Outlaw deals -- 11 Breaking the Personal Tie -- Managing the purchase of management consultants -- Strategies for organizing the purchase of management consulting services -- Discussion and conclusions -- 12 Dealing with Values -- Paying for the delivered value -- Valuing and pricing management consulting -- Value-based pricing in practice: Selling real improvements? -- Turning a wonderful ideal into practice -- Measuring and comparing new-professional expertise -- Closing deals without knowing, and setting a value on the unknown -- Conclusions: Beyond individualism and collectivism -- 13 The Three-Dimensional Construction of Management Advisory Services -- Three organizing dimensions for the construction of needs and trust.

Three-dimensional constructions of need and trust for MAS -- 14 Arena Mechanisms -- An arena for need and trust construction -- Rules on arenas for need and trust construction -- The games in practice -- The confidence game, individualism and collectivism -- Arenas, markets and organizations -- Conclusions -- References -- Notes on Contributors.

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Electronic reproduction. Ann Arbor, Michigan : ProQuest Ebook Central, 2024. Available via World Wide Web. Access may be limited to ProQuest Ebook Central affiliated libraries.