Ramanujam, Rohit, Hamilton, John, and Tee, SingWhat (2016) Management consulting: delivering competitive business value within information technology firms in India. In: Proceedings of the 20th International Conference on ISO & TQM (1) 4.3. From: 20 ICIT: 20th International Conference on ISO & TQM, 26-28 September 2016, Al Buraimi, Oman.

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Abstract

Management consulting uses internal salespersons as conduits delivering competitive intelligence packages that in-time may add value and profitability of their client firm. The salesperson's selling orientation perspectives and the qualities of the salesperson's behavioural relationship with the client firm influences this effect. This behavioral study develops a framework, and then a model, by which management consultant firms can assess their deliverable competitive intelligences against the consumptive values being acquired by the client firm. Where the client firm sees this management consulting approach as a value proposition, then a commitment of client funds may ensue.

Item ID:	48295
Item Type:	Conference Item (Research - E1)
Keywords:	management consulting, competitive intelligence, value, quality, performance, economic worth, motive, consumption, gratification
Related URLs:	Organisation
Date Deposited:	27 Apr 2017 01:49
FoR Codes:	35 COMMERCE, MANAGEMENT, TOURISM AND SERVICES > 3599 Other commerce, management, tourism and services > 359999 Other commerce, management, tourism and services not elsewhere classified @ 100%
SEO Codes:	89 INFORMATION AND COMMUNICATION SERVICES > 8999 Other Information and Communication Services > 899999 Information and Communication Services not elsewhere classified @ 100%
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