The Development of Interpersonal Trust Between the Consultant and Client in the Course of the Consulting Process

Mauerer, Christian

doi:10.1007/978-3-319-95999-3_13

Cited by 4 publications

(1 citation statement)

References 26 publications

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“…According to King (2011), social expertise is the foundation of effective communication and problem-solving collaboration. The better consultants can put themselves in a client's shoes, the better their understanding of the client's situation and the higher the collaboration quality (Mauerer 2019). Thus, we hypothesize: & H8: Social expertise of the consultant positively impacts on collaboration quality.…”

Section: Consultant Capabilitiesmentioning

confidence: 97%

Investigating the co-creation of IT consulting service value: empirical findings of a matched pair analysis

2020

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Digitalization is increasingly and broadly impacting on companies throughout all industries. To cope with digital transformation, organizations need specific IT skills and often face a bottleneck between required and existing capabilities. Thus, organizations revert to support from IT consultants. However, such collaborations need to create value so as to make client organizations futureproof in the long term. We therefore need a better understanding of how value is created in IT consulting projects. We build on service-dominant (S-D) logic as the theory base and evaluate our structural model, which explains IT consulting service value based on 77 matched pairs of IT consulting projects using structural equation modeling. We provide empirical support for the assumptions of S-D logic in the IT consulting industry and reveal determinants that significantly contribute to the overall IT consulting service value. Our results contribute to the ongoing discourse in the S-D logic literature and provide meaningful insights for practice.

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Section: Consultant Capabilitiesmentioning

confidence: 97%