신뢰의 매개효과를 통한 고객과 컨설턴트 간의 유대관계가 컨설팅 프로젝트 성과에 미치는 영향에 관한 연구 = A Study on the Effects of Ties between Clients and Consultants on Consulting Project Performance through Mediated Effect of Trust

다국어 초록 (Multilingual Abstract)

Both the competence based trust and the benevolence based trust mediate partially the effect of ties between clients and consultants on consulting project performance with level of significance respectively in my study.
From the above empirical analysis, this study has a contributions to research and practice as follows. The first, this study analysed statistically that the competence based trust and the benevolence based trust play a key role to achieve successful consulting project through the regression of mediation in terms of enhancing the success of consulting project. The second, this study focused on attributes of relational trust and structural ties between clients and consultants, instead of focusing on attributes of personal consultant's competence studied in antecedent researchs. The last, considering the partial mediating effects of the trust, this study emphasize that the ties only do not ensure successful consulting project and the fully trusted ties play a very important roles to achieve successful performance of consulting project in temporary, non- recurring and high-uncertain consulting project.
Consequently, the building of the strong trust relationship with ties in general between clients and consultants is very important to promote management performance and eventually maximize enterprise value.

참고문헌 (Reference)

1 장동인, "컨설턴트의 역량이 컨설팅 서비스품질을 매개로 하여 성과에 미치는 영향에 관한 연구 : 수진기업의 지지도에 대한 조절효과를 중심으로" 경희대학교 대학원 2011

2 신동주, "컨설턴트의 역량이 컨설팅 서비스 품질과 컨설팅 성과에 미치는 영향" 한국디지털정책학회 10 (10): 63-78, 2012

3 윤성환, "컨설턴트와 프로젝트 매니저의 역량이 비즈니스 컨설팅 성과에 미치는 영향에 관한 연구" 숭실대학교 대학원 2008

4 조윤익, "중소기업 컨설팅의 서비스 품질과 만족도 분석 : 중소기업 협업컨설팅을 중심으로" 한성대학교 지식서비스&컨설팅대학원 2011

5 Levin, D. Z., "Transferring knowledge within the organization in the R&D arena" Northwestern University 1999

6 Jarvenpaa, S. L., "Toward contextualized theories of trust: The role of trust in global virtual team" 15 (15): 250-267, 2004

7 Uzzi, B., "The sources and consequences of embeddedness for the economic performance of organization: The network effect" 61 : 674-698, 1996

8 Burt, R., "The social structure of competition, In Networks in the Knowledge Economy. Vol.14" Oxford University Press 13-56, 2003

9 Hansen, M. T., "The search-transfer problem: The role of weak ties in sharing knowledge across organization submits" 44 : 82-111, 1999

10 Baron, R.M., "The moderator-mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations" 51 (51): 1173-1182, 1986

11 Appelbaum, S. H, "The critical success factors in the clientconsulting relationship" 24 (24): 68-93, 2005

12 Levin, D. Z., "The Strength of Week Ties You can Trust: The Mediating Role of Trust in Effective Knowledge Transfer" 50 (50): 1477-1491, 2004

13 Granovetter, M, "The Strenght of Weak Ties" 78 : 1360-1380, 1973

14 Sarker, S., "The Role of Communication and Trust in Global Virtual Teams: A Social Network Perspective" 28 (28): 273-309, 2011

15 Akerlof, George, "The Market for Lemons: Quality Uncertainty and The Market Mechanism" 84 : 488-500, 1970

16 Clark, Timothy, "The Market Provision of Management Services, Information Asymmetries and Services Quality - Some Market Solution: An Empirical Example" 4 : 235-251, 1993

17 Rynning, M., "Successful consulting with small and medium-sized vs large clients: meeting the needs of the client?" 11 (11): 47-60, 1992

18 Roberts, K. H., "Some correlations of communication roles in organization" 22 : 42-57, 1979

19 Tsai, W., "Social capital and value creation: The role of intrafirm networks" 41 (41): 464-476, 1998

20 Van Dyne L., "Organizational citizenship behavior: Construct redefine, measurement and validation" 37 : 765-802, 1994

21 Ibarra, H., "Network centrality, power, and innovation involvement: Determinants of technical and adminstrative roles" 36 (36): 471-502, 1993

22 Marsden, P., "Measuring tie strength" 63 : 482-501, 1984

23 Clark, Timothy, "Management consultants: consultancy as the management of impression" Open University Press 1995

24 North Douglass C., "Institutions, Institutional Change and Economic Performance" Cambridge University Press 1990

25 Nayyar, Praveen R., "Information Asymmetries: A Source of Competitive Adventage for diversified service firm" 11 : 513-519, 1990

26 Balthazard, P., "Expertise, extraversion and group interaction styles as performance indicators in virtual teams" 35 (35): 41-64, 2004

27 Shapiro, E. C., "Consulting: Has the solutiom become part of the problem?" (Summer) : 89-95, 1993

28 Johannes Gluckler, "Bridging Uncertainty in Management Consulting: The Mchanisms of Tust and Networked Reputation" 24 (24): 269-297, 2003

29 Cohen, J., "Applied multiple regression/correlation analysis for the behavial science, Vol.2" Lawrence Erlbaum 94-96, 1983

30 Mayer, R. C., "An intergrative model of organizational trust" 2 (2): 709-730, 1995

31 McAllister, D. J., "Affect-and cognition-based trust as foundations for interpersonal cooperation in organization" 38 : 24-59, 1995