Research Output per year
Management consultants have long been recognized as carriers of management knowledge and disseminators of management fashions. While it is well understood how they promote the acceptance of their concepts, surprisingly little has been said about their strategies to promote the acceptability of their services. In this paper, we elaborate a typology of strategies by which management consultancies can create and sustain such “institutional capital” (Oliver, 1997) that helps them extract competitive resources from their institutional context. Drawing on examples from the German consulting industry, we show how localized competitive actions can enhance individual firm’s positions, but also the collective institutional capital of the consulting industry as a whole, legitimize consulting services in broader sectors of society and facilitating access to requisite resources. These accounts counter prevailing imagery of institutional entrepreneurship as individualistic, “heroic” action and demonstrate how distributed, embedded actors can collectively shape the institutional context from within to enhance their institutional capital.
|Journal||Academy of Management Proceedings|
|Issue number||Meeting Abstract Supplement)|
|Publication status||Published - 2009|
|Event||2009 Academy of Management annual meeting - Chicago, IL, United States|
Duration: 7 Aug 2009 → 11 Aug 2009
Bibliographical noteBest paper Award, Management Consulting Division, Academy of Management
- embedded agency
- institutional capital
- institutional strategy
31 Oct 2012, Handbook of research on entrepreneurship in professional services. Reihlen, M. & Werr, A. (eds.). Edward Elgar, p. 297-317 21 p. (Elgar original reference).
Research output: Chapter in Book/Report/Conference proceeding › Chapter (peer-reviewed)
Management consulting firms as institutional agents: strategies for creating and sustaining institutional capitalReihlen, M., Smets, M. & Veit, A., 2010, In : Schmalenbach Business Review. 62, 3, p. 317-339 23 p.
Research output: Contribution to journal › Article
Reihlen, M., Smets, M., & Veit, A. (2009). Management consultancies as institutional agents: strategies for creating and sustaining institutional capital. Academy of Management Proceedings, 2009(Meeting Abstract Supplement)). https://doi.org/10.5465/AMBPP.2009.44247397