Creating the ‘Right’ Impression: Towards a Dramaturgy of Management Consultancy
This article aclopts a novel approach by examining the activities of management consultants in terms of the dramaturgical metaphor: This is a useful frameWork within which to illuminate their activities since a number of service characteristics combine to create a context within which the key task of management consultants is to convince clients of their quality and value. Impression management is therefore a core feature of consultancy work. In this sense management consultants are viewed as systems of persuasion creating compelling images which persuade clients of their quality and worth. This argument is illustrated with reference to the activities of executive search consultants.
Year of publication: |
1998
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Authors: | Clark, Timothy ; SALAMAN, GRAEME |
Published in: |
The Service Industries Journal. - Taylor & Francis Journals, ISSN 0264-2069. - Vol. 18.1998, 1, p. 18-38
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Publisher: |
Taylor & Francis Journals |
Saved in:
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