Marketing Industrial Consulting

No abstract available for this article.     

Success Determinants when Tendering for International Consulting Projects

A unique database on individual proposals is used to analyse competition among consulting firms (CFs) for international projects. CFs, which sell services based on human capital, focus on developing countries when operating abroad and, thereby, are highly dependent on development agencies (DAs). The DAs have strict tender rules and claim that skill and experience are the most important factors when proposals are evaluated. Both economic theory and the results of the estimations suggest, however, that long-term relationships (LTRs) between the CFs and the clients are at least as important as traditional skill and experience factors. The LTRs are here measured by means of information about whether the CF has previously worked for the client (repeat purchases) or has visited the client. The results indicate that the client in some cases has pre-decided which CF to select. The client invites several CFs to compete for the tender anyway, either because he is forced to do so by the financier, or because he wants to subject an old supplier to competitive pressure. As the tender rules do not seem to be followed, a policy implication would be that the DAs can skip, or at least relax, their strict tender rules, or strengthen the sanctions associated with violations of the rules.     

咨询业的春天--解读思腾思特退出中国

2001年初，全球最大的经营EVA（经济增加值）的管理咨询机构——美国思腾思特进入中国，瞄准的是极具市场潜力、又被全球广泛认可的EVA业务。在经历短短两年“苦难时光”之后，近日终于无奈地撤出中国！据称，其北京办事处及上海分公司已经人去楼空。分析人士认为，思腾思特的退出，似乎表明中国本土咨询机构的春天已经到来！     

The Global Management Consulting Sector

Business Economics - While other practices or professions trace their roots back several centuries, management consulting is less than 150 years old. However, this sector has made giant strides in...     

Detrimants of Pre-Purchase Information Search Effort for Management Consulting Services

The authors develop and test a model of external information search for professional business services. The model is based on the premise that the amount of external search carried out by an organization is primarily contingent upon the type of purchase situation. Other factors such as the structure of the buying center and the product class knowledge of the key information searcher are also examined. The findings show that the purchase situational variables as a group have the highest explanatory power. Moreover, the buying center structure variable of vertical involvement (number of management levels) was found to be an important explanatory variable. Implications for providers of business professional services in general, and management consultants in particular, are presented.     

Consulting business in need of reform

The crisis in the consulting business is worldwide. In December 1972, a German business magazine had this to say on the subject: “The fat years are past Numerous erroneous planning decisions landed the large German and foreign firms into a critical situation. The running is now made by advisers with specialised knowledge and social flair.”¹     

国外采购咨询业发展对我国招标行业的启示

招标咨询业是我国服务业中唯一涉及采购决策领域的咨询行业,其发展程度与国外相应咨询行业相比却处于很初步的阶段。本文主要介绍国外采购咨询业的发展状况和特点,并且分析了我国招标行业与国外采购咨询行业发展的差距,从而对我国招标行业的发展提出了几点启示。     

管理咨询公司的隐性知识管理

管理咨询公司中存在的一个突出的问题就是对管理咨询公司自身知识认识上的模糊。管理咨询公司是知识密集型组织，隐性知识是其知识的主体和核心。由于管理咨询公司隐性知识的特殊性，管理咨询公司的隐性知识管理面临着隐性知识的识别、开发利用和隐性知识的保有和创新的任务。     

现代咨询业与网络信息资源开发

现代咨询业伴随着网络经济的兴起应运而生 ,信息资源开发是咨询业的重要内容 ,现代咨询业在信息资源开发的互动发展的关系 ,决定了现代咨询业在信息资源开发方面应该做到 :注重咨询与理论和实践研究相结合 ;加强数据系统建设 ;开展电子商务。     

Knowledge and Competence Management: Ericsson Business Consulting

This article describes a new knowledge and competence management initiative at Ericsson Business Consulting (EBC) which uses an intranet as its main means of implementation. Telecoms giant Ericsson has traditionally been decentralized and technology-minded to a degree rare even among technology multinationals, and the author shows how the development of the EBC business unit reflects the company's recognition of the need for more globalization in business processes, culture, and knowledge-sharing. He concludes by discussing the problems faced by EBC in its first year and the learning points for other businesses.     

中国咨询企业的发展现状与对策

<正>中国咨询业起步比较晚,只有十年左右的时间,但是发展比较迅速。国内咨询公司的数量也不断增加,咨询范围和服务对象也在不断扩大,导致各公司之间的竞争也日趋激烈,因此,咨询公司应该不断地总结经验、努力创新、完善服务才能更好地发展。     

Consulting knowledge and organisation's absorptive capacity: A communication chain perspective

This study investigates the communication chain of consulting knowledge constituted by consultants and internal lecturers. We analyse the differences between consultants and internal lecturers in their capability of knowledge training and discuss its influence on organisations' absorption of consulting knowledge. Based on a Mann–Whitney U test of data from 47 quality management consultants and 235 internal lecturers in Taiwan, we found that internal lecturers significantly exhibited weaker capability than consultants, especially in knowledge structure, knowledge transformation, trainee orientation and training ethics. The capability gap was disadvantageous for organisations to absorb consulting knowledge and suggestions for improving this problem were provided finally.     

管理咨询业跨国公司对东道国客户的垂直约束行为研究

管理咨询业跨国公司为获取更大的市场份额和超额利润,往往会通过自己在知识信息、客户资源等方面的优势地位,对客户实施垂直约束行为。相比水平垄断而言,通过对客户的垂直约束行为来获得更强有力的市场地位,管理咨询业跨国公司付出的成本代价更小,方式上更加灵活隐蔽。但目前这类活动在我国并未受到足够的重视,为此,文章针对管理咨询服务业在客户服务中的特殊性,在研究管理咨询业跨国公司的垂直约束途径及其行为发展模式的基础上,提出了我国客户企业应对垂直约束和实现良性健康发展的相应建议。     

Doing the Right Thing Right: The Role of Sociological Research and Consulting for Corporate Engagement in Development Cooperation

The purpose of this article is to illustrate the role of sociology in the field of corporate social responsibility (CSR). It presents a case study conducted by a research group consisting of two University partners in association with a Swiss SME. This project attempted to draw conclusions from a specific sociological consultancy research project on the general possibilities and opportunities of sociology in applied research and operational sustainability consulting. On the basis of the project findings, the article reflects on the extent to which sociology could profitably intervene, on the limitations for sociological research and consultations in this field and on the conclusions that can be drawn for future analyses.     

Business Crisis and Management Fashion: Korean Companies,Restructuring and Consulting Advice

The concept of management fashion has become increasingly common in studies of management knowledge diffusion, although rarely applied outside of Western economic settings. In this article we examine the activities of one group of management fashion setters, global management consultancies, and their role in the restructuring of Korean industry following the 1997 economic crisis. We find that large Korean companies made significant use of Western consultancies in the aftermath of the 1997 crisis. However, while the engagement of Western management experts provided an impression of reform, the adoption of consultant-directed change has been variable and consultants faced considerable client resistance to the adoption of new practice. The article explores the reasons underlying the limited embrace of Western consulting expertise in Korea and highlights the implications of the Korean case for management fashion theory.     

社区男性生殖健康教育与咨询服务的实践与探索—以上海市普陀区曹杨街道为例

社区是实现育龄群众普遍享有基本生殖保健服务的阵地和依托。以上海市曹杨街道为例 ,从工作实践和理论探索出发 ,制定男性生殖健康社区工作规划 ,实证分析社区男性生殖健康教育与咨询服务的途径 ,探讨转轨时期传统性别角色、性别结构蜕变后的计划生育工作新格局。     

中国管理咨询业发展的进程与问题分析

中国管理咨询业经历初创阶段、逐步形成阶段和快速发展阶段,管理咨询服务市场开始迈向国际化。当前,存在的主要问题是管理实践能力欠缺、市场的培育不足、行业制度和规范较缺乏、内部管理不完善等。政府应加大扶持和市场培育力度、建立独立的行业协会组织、完善行业规范、加强管理咨询教育的管理实践、优化企业内部管理,不断提升中国管理咨询业的发展环境和整体竞争力,以更好地为中国企业服务。