Advances in Consulting Research

1. Front Matter

   Pages i-xii

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2. Consulting Research: A Scientific Perspective on Consulting

   • Volker Nissen

   Pages 1-27

3. Consulting Research as a Discipline

   1. Front Matter

      Pages 29-29

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   2. Consulting: Characterization of Concepts and Connections

      • Thomas Deelmann

      Pages 31-52

   3. Institutionalization of Consulting Research: Review and Comparison of Two Approaches in Germany Over the Period 2007–2017

      • Thomas Deelmann, Volker Nissen

      Pages 53-75

4. General Issues in Consulting

   1. Front Matter

      Pages 77-77

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   2. To Measure Is to Know: Development of an Instrument for Measuring Consulting Service Value

      • Severin Oesterle, Arne Buchwald, Nils Urbach

      Pages 79-101

   3. Measuring and Managing the Reputation of Business Consultancies

      • Volker Nissen, Johannes Dittler

      Pages 103-131

   4. Development and Handling of Procedure Models for the Selection and Implementation of Business Software

      • Volker Nissen

      Pages 133-146

   5. How to Design, Implement, and Manage Accepted Business Processes

      • Volker Nissen, Thomas Müllerleile

      Pages 147-170

   6. An Empirical Study on the Work-Life-Balance in German IT Consulting: With a Focus on Female Consultants

      • Volker Nissen, Frank Termer

      Pages 171-190

5. Consulting Fields and Approaches

   1. Front Matter

      Pages 191-191

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   2. Systemic Consultancy, Theory and Application

      • Martin Hillebrand, Stefan Mette

      Pages 193-212

   3. Open Management as Management Innovation: Thoughts About New Business and Disruption in Consulting

      • Stephan Friedrich von den Eichen, Kurt Matzler, Julia Hautz

      Pages 213-227

   4. Sustainability Consultancies and Their Contribution to Sustainable Development

      • Lisa Hannemann

      Pages 229-249

6. Consulting Clients and Market

   1. Front Matter

      Pages 251-251

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   2. Consulting Industry and Market Trends: A Two-Sided View

      • Christoph Treichler

      Pages 253-272

   3. The Development of Interpersonal Trust Between the Consultant and Client in the Course of the Consulting Process

      • Christian Mauerer

      Pages 273-298

   4. How to Successfully Position New Consulting Services with Clients: Insights from the Theory of Planned Behavior

      • Volker Nissen, Tino Machts

      Pages 299-313

7. Future of Consulting

   1. Front Matter

      Pages 315-315

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This book brings together cutting-edge research on consulting in a single volume, thus helping to make the state-of-the-art in the field of consulting research more accessible, to promote better practices in business, and to spark further research. The respective articles approach consulting from very different angles, taking into account various approaches for and fields of consulting, consulting providers, clients and markets, as well as technologies and trends. The book will benefit all consultants who want to critically reflect on their own methods and approaches in light of recent scientific findings. It also offers a helpful guide for students in Management and IT-related courses who are either considering a career in consulting or want to be informed consulting clients. Lastly, the book provides a comprehensive review of current developments and trends in consulting that will foster future contributions in this important research field.

• consulting
• IT consulting
• HR consulting
• management consulting
• professional services
• business model innovation
• consulting process

• Economic Sciences and Media, Ilmenau University of Technology, Ilmenau, Germany

  Volker Nissen

Volker Nissen is professor for information systems at Ilmenau University of Technology, Germany. His research interest is in digital business innovation and in the consulting industry. Prior to his academic career he spent more than 12 years in IT consulting.

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