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Relation de conseil à l’entreprise : attributs clés et typologie : analyse de la relation client-consultant sous l’angle de la sociologie de la traduction

Abstract : Consultancy services have been developing continuously for several decades and the client-consultant relationship appears according to the work in management sciences as an essential explanatory factor of their performance. This literature review shows that the topic of consulting remains underdeveloped, especially in France, and that it will require significant development in the coming years, including through the change in environments and professional practices. Furthermore, most of the studies focus on the consultant and rather little on the advisory relationship. Thus our work aims to contribute to a better understanding of what it is and its dynamics.In this research, we propose to use the contributions of the current of pragmatic sociology and translation sociology (ANT: Actor Network Theory) in order to define the process of the consultancy relationship. Through a qualitative approach, we identified a model of the consulting relationship, called LES (Listening, Support, Ethic) describing its three main attributes (called "essential attributes") in the process of translating the consulting relationship.The managerial contribution is significant because it concerns the actors of consulting (strategy consulting, management, operational and also chartered accountants and auditors) and almost all companies of all sizes that call upon or can solicit a service provider to support them in their activities.
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Submitted on : Monday, January 20, 2020 - 5:47:39 PM
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Michel Seccia. Relation de conseil à l’entreprise : attributs clés et typologie : analyse de la relation client-consultant sous l’angle de la sociologie de la traduction. Gestion et management. Conservatoire national des arts et metiers - CNAM, 2019. Français. ⟨NNT : 2019CNAM1252⟩. ⟨tel-02446075v2⟩

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