Unpacking the client(s): Constructions, positions and client–consultant dynamics

Research on management consultancy usually emphasizes the role and perspective of the consultants. Whilst important, consultants are only one element in a dynamic relationship involving both consultants and their clients. In much of the literature, the client is neglected, or is assumed to represent a distinct, immutable entity. In this paper, we argue that the client organisation is not uniform but is instead (like organisations generally) a more or less heterogeneous assemblage of actors, interests and inclinations involved in multiple and varied ways in consultancy projects. This paper draws upon three empirical cases and emphasizes three key aspects of clients in the context of consultancy projects: (a) client diversity, including, but not limited to diversity arising solely from (pre-)structured contact relations and interests; (b) processes of constructing ‘the client’ (including negotiation, conflict, and reconstruction) and the client identities which are thereby produced; and (c) the dynamics of client–consultant relations and how these influence the construction of multiple and perhaps contested client positions and identities.     

Testing for Strategic Interaction Among Local Governments: The Case of Growth Controls

This paper helps to fill a gap in the public economics literature by providing empirical evidence on strategic interaction among local governments. Using the methodology of Case et al. (Journal of Public Economics,52, 285–307 (1993)), the paper focuses on the adoption of growth-control measures by cities in California and looks for evidence of policy interdependence in these choices. The data are drawn from an elaborate survey of growth control practices in California cities, conducted by Glickfeld and Levine (“Regional Growth . . .Local Reaction,” Lincoln Institute of Land Policy, Cambridge, MA, 1992). The survey results are used to compute an index of the stringency of growth controls in each city, which serves as the dependent variable for the study.     

Just-in-time inventory systems innovation and the predictability of earnings

Firms that adopt just-in-time (JIT) inventory practices do so in order to realize cost savings and improve product quality, but an unexpected benefit to such firms could be a more predictable earnings stream. We examine the relationship between implementation of just-in-time inventory practices and the predictability of future quarterly earnings for a matched-pair sample of 82 firms, half of which have publicly announced that they have adopted JIT inventory practices. We find that one- and four-step-ahead forecasts of quarterly earnings, using either a Brown–Rozeff [Journal of Accounting Research (1979) 179–189] ARIMA or a seasonal random walk expectation model, are more accurate for the firms that have adopted JIT.     

``Three Can Keep a Secret if Two are Dead' (Lavigne, 1996): Weak Ties as Infiltration Routes

Among several ways of trying to suppress terrorist conspiracies,infiltration has probably received the least attention.Impressionistic evidence suggests that conspiracies that carry outviolent attacks usually have a small number of participants, and thatlarge conspiracies either fail to materialize, fail to organize actualattacks, or are substantially less difficult to uncover. Due to theprevalence of weak social ties in larger groups there may be anintermediate group size, around 7–10 members, that is highly subjectto infiltration. Building on work by Freeman, Granovetter, and others,this study examines a few features of the social ecology ofinteraction ties. We introduce a procedure for counting,within groups of size $n$, all interacting pairs {P, Q},where P and Q are disjoint or nonoverlapping subsets(Freeman, 1992: 153) of a given group; these subsets usually contain more than one person, i.e., the interacting units do not invariably consist of individuals. This procedure generates interaction configurations having unique patterns of strong, weak, and ``weakest' ties – i.e., three levels of tie strength corresponding to core, primary, and secondary ties inFreeman's terminology – such that relatively weak ties predominatewithin larger conspiracies. We speculate about ways in which theseconfigurations may evolve through time.We then use a combinatorial analysisof group structure to develop arough calculation of the probability of infiltrating conspiracies ofsize $n$, and we show that relatively large conspiracies,having 7 or more members, tend to have interaction structures that make them highly vulnerable to infiltration. Finally, Collins' (1985: 170–172) approach to interaction-chain analysis suggests that, while in real situations it would be hard to anticipate departures from our probability model, attempts to ``turn around' conspirators with weak ties appear tohave a fairly high prospect of success.– But the child's sob in the silence– Curses deeper than the strong man in his wrath.– Elizabeth Barrett Browning, ``Cry of the children'     

Procuring complex performance in construction: London Heathrow Terminal 5 and a Private Finance Initiative hospital

This paper takes as its starting point the fact that complex projects, interpreted as multiple dependent interactions between many stakeholders over time, challenge traditional procurement practices based on the serial purchase of discrete components. The paper examines how the procurement management of such projects – procuring complex performance – can be conducted. The paper utilises two contrasting case study examples of high-profile UK construction project procurement. The findings suggest that the choice of mechanisms or interfaces for the governance of upstream supply relationships critically relates to subsequent performance. The theoretical contribution is a fusion of procurement literature with the influential CoPS literature.     

Employee stock ownership and job attitudes: Does culture matter?

The large majority of the existing research on the attitudinal effects of employee stock ownership is Anglo-Saxon by nature. Considering that the cultural relativity of management practices is largely documented in the cross-cultural management literature, the international external validity of existing evidence can be questioned. Since virtually no past studies have addressed this issue, it seems important to wonder to what extent cultural values determine the attitudinal effects of employee stock ownership. According to the Lytle et al. [Lytle, A. L., Brett, J. M., Barsness, Z. I., Tinsley, C. H., & Janssens, M., (1995). A paradigm for confirmatory cross–cultural research in organizational behavior. Research in Organizational Behavior, 17, 167–214] paradigm, four cultural dimensions have been identified as likely moderators of the employee ownership–attitudes relationships and some theoretical propositions have been generated. Finally, some adaptations in the employee stock ownership plan's design and communication are recommended in order to improve its attitudinal effects in different cultural settings.     

Meaningful involvement of municipal purchasing departments in the procurement of consulting services: Case studies from Ontario, Canada

This paper describes the types of activities that were associated with meaningful involvement of municipal purchasing departments in the procurement of consulting services in Ontario, Canada. Included is a discussion of some of the key contextual factors found to enable meaningful involvement and the type of value that results as it relates to the needs of the client department and the overall goals and objectives of the municipalities as a whole. Ten case studies were conducted that involved in-depth interviews with twenty case study informants including ten purchasing agents, nine client department managers, and a consultant. The findings provide a basis for increasing the involvement of municipal purchasing departments in acquisition processes for these services and address some very important gaps in a particularly arid body of research related to local government purchasing. A number of testable hypotheses and research questions that may enable future researchers to address some of the gaps identified by this work are also presented.     

Increasing human and social capital by applying job embeddedness theory

Most modern lives are complicated. When employees feel that their organization values the complexity of their entire lives and tries to do something about making it a little easier for them to balance all the conflicting demands, the employees tend to be more productive and stay with those organizations longer. Job embeddedness captures some of this complexity by measuring both the on-the-job and off-the-job components that most contribute to a person's staying. Research evidence as well as ample anecdotal evidence (discussed here and other places) supports the value of using the job embeddedness framework for developing a world-class retention strategy based on corporate strengths and employee preferences.To execute effectively their corporate strategy, different organizations require different knowledge, skills and abilities from their people. And because of occupational, geographic, demographic or other differences, these people will have needs that are different from other organizations. For that reason, the retention program of the week from international consultants won’t always work. Instead, organizations need to carefully assess the needs/desires of their unique employee base. Then, these organizations need to determine which of these needs/desires they can address in a cost effective fashion (confer more benefits than the cost of the program). Many times this requires an investment that will pay off over a longer term – not just a quarter or even year. Put differently, executives will need to carefully understand the fully loaded costs of turnover (loss of tacit knowledge, reduced customer service, slowed production, lost contracts, lack of internal candidates to lead the organization in the future, etc., in addition to the obvious costs like recruiting, selecting and training new people). Then, these executives need to recognize the expected benefits of various retention practices. Only then can leaders make informed decisions about strategic investments in human and social capital.

Selected bibliography

A number of articles have influenced our thinking about the importance of connecting employee retention strategies to business strategies:

• R. W. Beatty, M. A. Huselid, and C. E. Schneier. “New HR Metrics: Scoring on the Business Scorecard,” Organizational Dynamics, 2003, 32 (2), 107–121.

• Bradach. “Organizational Alignment: The 7-S Model,” Harvard Business Review, 1998.

• J. Pfeffer. “Producing Sustainable Competitive Advantage Through the Effective Management of People,” Academy of Management Executive, 1995 (9), 1–13.

• C. J. Collins, and K. D. Clark. “Strategic Human Resources Practices and Top Management Team Social Networks: An Examination of the Role of HR Practices in Creating Organizational Competitive Advantage,” Academy of Management Journal, 2003, 46, 740–752.

The theoretical development and empirical support for the Unfolding Model of turnover are captured in the following articles:

• T. Lee, and T. Mitchell. “An Alternative Approach: The Unfolding Model of Voluntary Employee Turnover,” Academy of Management Review, 1994, 19, 57–89.

• B. Holtom, T. Mitchell, T. Lee, and E.Inderrieden. “Shocks as Causes of Turnover: What They Are and How Organizations Can Manage Them,” Human Resource Management, 2005, 44(3), 337–352.

The development of job embeddedness theory is captured in the following articles:

• T. Mitchell, B. Holtom, T. Lee, C. Sablynski, and M. Erez. “Why People Stay: Using Job Embeddedness to Predict Voluntary Turnover,” Academy of Management Journal, 2001, 44, 1102–1121.

• T. Mitchell, B. Holtom, and T. Lee. “How To Keep Your Best employees: The Development Of An Effective Retention Policy,” Academy of Management Executive, 2001, 15(4), 96–108.

• B. Holtom, and E. Inderrieden. “Integrating the Unfolding Model and Job Embeddedness To Better Understand Voluntary Turnover,” Journal of Managerial Issues, in press.

• D.G. Allen. “Do Organizational Socialization Tactics Influence Newcomer Embeddedness and Turnover?” Journal of Management, 2006, 32, 237–257.

Executive SummaryEmployee turnover is costly to organizations. Some of the costs are obvious (e.g., recruiting, selecting, and training expenses) and others are not so obvious (e.g., diminished customer service ability, lack of continuity on key projects, and loss of future leadership talent). Understanding the value inherent in attracting and keeping excellent employees is the first step toward investing systematically to build the human and social capital in an organization. The second step is to identify retention practices that align with the organization's strategy and culture. Through extensive research, we have developed a framework for creating this alignment. We call this theory job embeddedness. Across multiple industries, we have found that job embeddedness is a stronger predictor of important organizational outcomes, such as employee attendance, retention and performance than the best, well-known and accepted psychological explanations (e.g., job satisfaction and organizational commitment). The third step is to implement the ideas. Throughout this article we discuss examples from the Fortune 100 Best Companies to Work For and many others to demonstrate how job embeddedness theory can be used to build human and social capital by increasing employee retention.     

Small entrepreneurial ventures culture, change and the impact on HRM: A critical review

Effective management of people is increasingly recognized in the literature as a vital contributor to organizational performance and indeed survival. Nevertheless, studies of the dynamics of human resource management in small entrepreneurial ventures are relatively sparse. In this paper we draw upon a range of behaviourally-informed research publications to demonstrate that a culture of owner-influenced individualism and informality pervades these ventures, affecting prime human resource issues such as performance related practices, training and development, work–life balance and other critical dimensions of employee welfare. A preference for informality and an absence of strategy to inform owner–employee relations sits uneasily alongside growing political pressures toward codification of the management of employees in small entrepreneurial ventures. The response to these pressures may have significant implications both for relationships with employees and for organizational performance.     

The Supreme Court Holds Class on Sexual Harassment: How to Avoid a Failing Grade

This article analyzes the three recent sexual harassment cases decided by the U.S. Supreme Court in its 1997–98 session. The purpose is to highlight the most common mistakes made by management as evidenced by the case history on this topic. Each mistake is described in the context of the cases and with reference to widespread business practices. The explanation of each error is followed by a brief practical directive to aid management in formulating appropriate policies and practices on that topic. A concluding section describes the desired result of each recommendation from the perspective of the employees. This article gives managers a quick checklist to ensure that their policies and practices avoid common problems and are up to date with the latest court interpretations on sexual harassment.     

A behavioral study of supply manager decision-making: Factors influencing make versus buy evaluation

This paper investigates behavioral factors influencing a supply manager's decision to insource or outsource the manufacture of a product component. To do so we posit a theoretical framework that integrates the heretofore distinct operational make–buy literature and the behavioral decision-making literature. Within the framework three factors influencing the make–buy decision are brought into account: the decision-maker's perception of supply risk or “strategic vulnerability”, the degree of core competency represented by the product component under consideration and the formality of the information about supply alternatives. The results of a controlled experimental survey show that: strategic vulnerability and core competency do influence the make–buy decision, strategic vulnerability has greater influence than core competency and information formality moderates the make–buy decision when the strategic vulnerability and core competency conditions are mixed. The practical implications of these results include the notion that management can ensure a more rational make–buy decision if they understand the biases that influence the decision and point these biases out to the decision maker.     

Criminal incident prediction using a point-pattern-based density model

Law enforcement agencies need crime forecasts to support their tactical operations; namely, predicted crime locations for next week based on data from the previous week. Current practice simply assumes that spatial clusters of crimes or “hot spots” observed in the previous week will persist to the next week. This paper introduces a multivariate prediction model for hot spots that relates the features in an area to the predicted occurrence of crimes through the preference structure of criminals. We use a point-pattern-based transition density model for space–time event prediction that relies on criminal preference discovery as observed in the features chosen for past crimes. The resultant model outperforms the current practices, as demonstrated statistically by an application to breaking and entering incidents in Richmond, VA.     

Forecasting clients’ reactions: How does the perception of strategic behavior influence the acceptance of advice?

Because they want high quality information, people often follow advice from advisors with high levels of expertise and confidence, and a reputation for accuracy. However, clients cannot always be sure that an advisor is actually using a knowledge advantage to act in the client’s best interests. In two studies we investigated the influence of an advisor’s perceived degree of self-interested intention on the client’s intention to accept and use their advice. We report two experiments in which clients received the same advice from a supposed representative of either a profit or a non-profit organization. The results of our first study suggest that clients who were confronted with an advisor from an organization with a profit-oriented background ascribed higher levels of self-interested intentions to the advisor and perceived the advisor to be less trustworthy. Furthermore, clients were less willing to rely on the advisor’s recommendation, and this effect was mediated by the perceived trustworthiness of the advisor. In our second study we conceptually replicated the findings of Study 1 using behavioral measures, and also differentiated three different facets of trustworthiness (competence, benevolence and integrity) in the interaction between advisor and client.     

Subprime lending and the housing bubble: Tail wags dog?

The cause of the “housing bubble” associated with the sharp rise and then drop in home prices over the period 1998–2008 has been the focus of significant policy and research attention. The dramatic increase in subprime lending during this period has been broadly blamed for these market dynamics. In this paper we empirically investigate the validity of this hypothesis vs. several other alternative explanations. A model of house price dynamics over the period 1998–2006 is specified and estimated using a cross-sectional time-series data base across 20 metropolitan areas over the period 1998–2006. Results suggest that prior to early 2004, economic fundamentals provide the primary explanation for house price dynamics. Subprime credit activity does not seem to have had much impact on subsequent house price returns at any time during the observation period, although there is strong evidence of a price-boosting effect by investor loans. However, we do find strong evidence that a credit regime shift took place in late 2003, as the GSE’s were displaced in the market by private issuers of new mortgage products. Market fundamentals became insignificant in affecting house price returns, and the price-momentum conditions characteristic of a “bubble” were created. Thus, rather than causing the run-up in house prices, the subprime market may well have been a joint product, along with house price increases, (i.e., the “tail”) of the changing institutional, political, and regulatory environment characteristic of the period after late 2003 (the “dog”).     

Foreign exchange market volatility in EU accession countries in the run-up to Euro adoption: weathering uncharted waters

The paper analyzes foreign exchange market volatility in four Central European EU accession countries in 2001–2003. By using a Markov regime-switching model, it identifies two regimes representing high- and low-volatility periods. The estimation results show not only that volatilities are different between the two regimes, but also that some of the cross-correlations differ. Notably, cross-correlations increase substantially for two pairs of currencies (the Hungarian forint–Polish zloty and the Czech koruna–Slovak koruna) in the high-volatility period. The paper concludes by discussing the policy implications of these findings.     

Behind clients’ doors: What hinders client firms from “professionally” dealing with consultancy?

Prior research has located the issue of “professional” conduct with consultancy predominantly within the relationship between the manager and the consultant. However, recent studies provide indications that dealing professionally with consultancy may fail because of goal divergences between the individual managers and the organization. The first aim of this article is to re-examine this assumption theoretically, by drawing on agency theory, and empirically, by focusing on a single case study. Through this approach certain attitudes exhibited by managers are identified, which hinder dealing with consultancy in a professional manner across the entire organization. This observation motivates the second aim of the article: since the managers’ attitudes deviate from the company's goals in dealings with consultancy, the adequacy of governance measures needs to be analyzed. Several researchers have observed that companies primarily use control-based measures, like central procurement rules or policies, to govern managers dealing with consultancy. However, these measures are not readily accepted by managers. In view of the above, this study investigates alternative measures, which are summarized as incentive-based measures.     

Are regulations the answer for emerging stock markets? Evidence from the Czech Republic and Poland

Does the emergence of a stock market require a well-developed legal and/or regulatory system? Although historical work by Neal and Davis [Neal, L., & Davis, L. (2005). The evolution of the rules and regulations of the first emerging markets: The London, New York, and Paris stock exchanges, 1792–1914. Quarterly Review of Economics and Finance, 45, 296–311] and Stringham [Stringham, E. (2003). The extralegal development of securities trading in seventeenth century Amsterdam. Quarterly Review of Economics and Finance, 43, 321–344] suggests that securities markets have successfully developed with little government oversight, numerous authors [including Black, B. (2001). The legal and institutional preconditions for strong securities markets. University of California Law Angeles Law Review, 48, 781–855; Coffee, J. (1999). Privatization and corporate governance: The lessons from securities market failure. Journal of Corporation Law, 25, 1–39; Frye, T. (2000). Brokers and bureaucrats: Building market institutions in Russia. Ann Arbor: University of Michigan Press; Glaeser, E., Johnson, S., & Shleifer, A. (2001). Coase versus the Coasians. Quarterly Journal of Economics, 116, 853–899; Mlčoch, L. (2000). Restructuring of property rights: An institutional view. In L. Mlčoch et al. (Eds.), Economic and Social Changes in Czech Society After 1989. Prague: The Karolinum Press; Pistor, K. (2001). Law as a determinant for equity market development – the experience of transition economies. In Peter Murrell (Ed.), The Value of Law in Transition Economies (pp. 249–287). Ann Arbor: Michigan University Press; Stiglitz, J. (1999). Whither reform. Ten years of the transition. Keynote Address, Annual Bank Conference on Development Economics, Washington, DC, April 28–30, 1999; Zhang, X. (2006). Financial market governance in developing countries: Getting the political underpinnings right. Journal of Developing Societies, 2, 169–196] argue that the Czech Republic and other Eastern European governments need more regulation for their newly created stock markets. They maintain that the Warsaw Stock Exchange, which is seen as more regulated, has outperformed the Prague Stock Exchange which is seen as largely unregulated. Thus increased regulations are a key to increased performance. This article, however, maintains that the evidence from the Czech experience has been misinterpreted. This article provides an in depth case study of the Czech stock market and finds that (a) Czech capital markets have been hindered by government intervention from their beginning, (b) that the evidence on Poland's superior performance is not as strong as suggested, and (c) that Czech regulators seem to be unqualified, lack the proper incentives, and are unlikely to benefit the market. Under these circumstances it appears that Neal and Davis (2005:311) are correct that increased government involvement is unlikely to improve the situation.     

Unbounded exchange economies with satiation: How far can we go?

We unify and generalize the existence results in Werner [Werner, J., 1987. Arbitrage and the existence of competitive equilibrium. Econometrica 55 (6), 1403–1418], Dana et al. [Dana, R.-A., Le Van, C., Magnien, F., 1999. On the different notions of arbitrage and existence of equilibrium. Journal of Economic Theory 87 (1), 169–193], Allouch et al. [Allouch, N., Le Van, C., Page Jr., F.H., 2006. Arbitrage and equilibrium in unbounded exchange economies with satiation. Journal of Mathematical Economics 42 (6), 661–674], Allouch and Le Van [Allouch, N., Le Van, C., 2008. Erratum to “Walras and dividends equilibrium with possibly satiated consumers”. Journal of Mathematical Economics 45 (3–4), 320–328]. We also show that, in terms of weakening the set of assumptions, we cannot go too far.