Factors related to consultant credibility.

Abstract

Strong credibility is a marketplace advantage for consultants, but factors that contribute to credibility are not well understood. Literature on reputation, competency, and effectiveness is summarized. Research on interpersonal, personal, and experiential factors is reviewed. A common theme in the literature and research is emphasis of relationship skills and deemphasis of personality traits, technical competence, and credentials, which is in contrast with typical consultant training programs and day-to-day management of consulting practices. Recommendations for consultant training and further research are to concentrate on relationship variables and transactions in the context of consulting roles.

External auditors' evaluation of a management's expert's credibility: Evidence from Australia

“…Reputation is a collective perceptual representation of a person or an organization (Cian & Cervai, 2014), often formed over a period of time through consistent demonstration of competency, capability, and quality performance (Glasser, 2002;Herbig, Milewicz, & Golden, 1994). Reputation is a collective perceptual representation of a person or an organization (Cian & Cervai, 2014), often formed over a period of time through consistent demonstration of competency, capability, and quality performance (Glasser, 2002;Herbig, Milewicz, & Golden, 1994).…”

“…Besides competence, participants consider an ME's reputation in evaluating the expert's credibility. Reputation is a collective perceptual representation of a person or an organization (Cian & Cervai, 2014), often formed over a period of time through consistent demonstration of competency, capability, and quality performance (Glasser, 2002;Herbig, Milewicz, & Golden, 1994). Although reputation is not a component specifically required to be evaluated by ASA/ISA 500, the standard does suggest that "discussions with others who are familiar with the expert's work" could provide auditors with evidence regarding an ME's overall credibility (ASA/ISA 500, para.…”

Portraying the Social Dimensions of Consulting with Structuration Theory

“…Consultants have different degrees of credibility in their various roles, relationships and situations. The manner of how the client attributes credibility to the consultant, and consequently how signification structure is created within the consulting system in that regard, is, therefore, dependent to the conscious or unconscious expectations towards the consultant, whether primarily providing information, diagnosing problems, applying specialized expertise, facilitating, solving problems or implementing solutions is in focus of the client's expectation [82].…”

The consultation and education competency.

“…The recognized components ofthe consultation competency (Arredondo et al, 2004;Sears, Rudisill, & Mason-Sears, 2006) have now evolved into clusters: (a) knowledge of evidence-based theories, models, and interventions (Lowman, 2005); (b) relationship skills (Glasser, 2002); (c) diversity and cross-cultural competency in consultation (Manley & Holiwski, 2003;Rogers, 2000;Steward, 1996); (d) problem-solving and implementation skills (Glasser, 2002;O'Roark, 2002); and (e) ethical and professional practice skills (Lowman, 1998b).…”