Creating the 'right' impression: Towards a dramaturgy of management consultancy

Author

Timothy Adrian Robert CLARK, Singapore Management UniversityFollow
Graeme SALAMAN

Publication Type

Journal Article

Version

acceptedVersion

Publication Date

1-1998

Abstract

This article adopts 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.

Discipline

Business and Corporate Communications | Organizational Behavior and Theory | Theatre and Performance Studies

Research Areas

Organisational Behaviour and Human Resources

Publication

Service Industries Journal

Volume

18

Issue

1

First Page

18

Last Page

38

ISSN

0264-2069

Identifier

10.1080/02642069800000002

Publisher

Taylor & Francis (Routledge): SSH Titles

Citation

CLARK, Timothy Adrian Robert and SALAMAN, Graeme. Creating the 'right' impression: Towards a dramaturgy of management consultancy. (1998). Service Industries Journal. 18, (1), 18-38.
Available at: https://ink.library.smu.edu.sg/lkcsb_research/6284

Copyright Owner and License

Authors

Additional URL

https://doi.org/10.1080/02642069800000002