The influence of situational constraints on the perceived value of consulting services

Abstract

Purpose

This article aims to examine how situational constraints impact clients' valuations of the task and socio‐emotional resources exchanged when interacting with consultants. In consultant‐client relationships, the emphasis on economic resources has commodified these interactions into explicit exchanges of time, money, and deliverables.

Design/methodology/approach

A total of five hypotheses were tested using a within‐subjects experimental design. Subjects consisted of 110 adult professionals who were presented with five different scenarios in a random sequence and asked to rank order and evaluate a list of professional‐service resources.

Findings

The valuation of resources was found to change when situational constraints were present. Regardless of the context, task resources were generally valued more than socio‐emotional resources. When relational constraints were salient, socio‐emotional resources were valued more in long‐term than short‐term relationships. When faced with time pressure or budgetary constraints, task needs were valued more than socio‐emotional needs.

Research limitations/implications

There is potential bias due to snowball sampling, and the hypothetical nature of the experimental scenarios limits the generalizability of this study.

Practical implications

For clients, this research indicates that the context surrounding consultant‐client interactions plays an important role in shaping clients' valuation of resources, both individually and collectively. For consultants, these findings suggest that a “one‐size‐fits‐all” strategy is not the most effective way to approach consultant‐client interactions.

Originality/value

This study contributes to our knowledge about how situational constraints impact clients' valuation of the task and socio‐emotional resources offered by consultants.

Citation

Plenge, N.E., Adair Erickson, R. and Roloff, M.E. (2007), "The influence of situational constraints on the perceived value of consulting services", International Journal of Organizational Analysis, Vol. 15 No. 2, pp. 136-151. https://doi.org/10.1108/19348830710868284