Corporate responses to management consultancy procurement

摘要: This study examines the variance in methodologies employed by executives and Procurement professionals to engage management consultancy services. The exclusion of from specific categories expenditure is then viewed context its aspirations be a strategic function. conclusion drawn that such are flawed. Literature areas services marketing, consultancy, value choice, sourcing examined. It noted literature refers subjective approach individual assess value. In addition, stresses role contingency choices concludes individuals will not necessarily refer price when making assessments. contrast, adopts objective organisational approaches dissonance reflected research data which senior procuring strategy or ‘coaching’ tend use constructs make selection decisions. situation problematic for procurement who almost exclusively specifically designed produce benefits at an level. makes unlikely full integration level within organisation. choice using ideographic methodology produced rich complex data. Semi-structured interviews with extended observation engagement were used. Access this nature would normally due time constraints under work sensitivity material. A rare opportunity, however, was presented status researcher as employee exploited gain privileged insights into executive behaviour.