Clients' different moves in managing the client-consultant relationship
Schwarz, M. and Clarke, T. (2007) Clients' different moves in managing the client-consultant relationship. Southampton, UK, University of Southampton (University of Southampton Discussion Papers Series: Management, (M-07-19) ).
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Description/Abstract
This paper argues that skilful acivity within the client-consultant relationship is founded on intuitive know-how that enables clients and consultants to work together to accomplish a particular assignment. We illustrate this argument by drawing on the work of Goffman (1981) and Pentland (1992) to examine the "moves" (statements and responses) that follow consultants making recommendations to clients. Based on a longitudinal field study of a single assignment the chapter identifies four moves: acceptance, outright rejection, no immediate response and request changes.
| Item Type: | Monograph (Discussion Paper) |
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| Related URLs: | |
| Subjects: | H Social Sciences > HF Commerce |
| Divisions: | University Structure - Pre August 2011 > School of Management |
| Item ID: | 58349 |
| Date Deposited: | 15 Aug 2008 |
| Last Modified: | 02 Mar 2012 11:51 |
| Contributors: | Schwarz, M. (Author) Clarke, T. (Author) |
| Date: | 2007 |
| Status: | Published |
| Publisher: | University of Southampton |
| URI: | http://eprints.soton.ac.uk/id/eprint/58349 |
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