Industrial Buying Behavior Related to Human Resource Consulting Services

Svend Hollensen, Niels Nolsøe Grünbaum, Marc Andresen , Lynn Kahle

    Publikation: Bidrag til tidsskriftTidsskriftartikelForskningpeer review

    Resumé

    Early B2B buying-behavior literature strongly emphasizes the rational aspects of buying behavior in B2B services. Based on a comprehensive exploratory study of Danish companies’ purchases of HR consulting services, the authors provide insights into the factors that determine how Danish companies choose a consulting services supplier. Five hypotheses are developed based on a literature review. The results show that buying behavior is much less rational than has been presumed. For example, it is revealed that a consultant’s personal relationships to customers can often compensate for the consultant’s lack of knowledge. This suggests that consultants’ developing long-term personal relationships with customers is one of the most important key success factors in the consulting industry. Another important result that emerged from the study is customers’ specific desire to actively participate in the production of consulting services.
    OriginalsprogEngelsk
    TidsskriftThe I U P Journal of Marketing Management
    Vol/bind12
    Udgave nummer3
    Sider (fra-til)27-51
    ISSN0972-6845
    StatusUdgivet - 2013

    Fingeraftryk

    Buying behaviour
    Consulting
    Human resources
    Consultants
    Personal relationships
    Factors
    Purchase
    Industry
    Literature review
    Key success factors
    Exploratory study
    Suppliers

    Citer dette

    Hollensen, Svend ; Grünbaum, Niels Nolsøe ; Andresen , Marc ; Kahle, Lynn . / Industrial Buying Behavior Related to Human Resource Consulting Services. I: The I U P Journal of Marketing Management. 2013 ; Bind 12, Nr. 3. s. 27-51.
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    title = "Industrial Buying Behavior Related to Human Resource Consulting Services",
    abstract = "Early B2B buying-behavior literature strongly emphasizes the rational aspects of buying behavior in B2B services. Based on a comprehensive exploratory study of Danish companies’ purchases of HR consulting services, the authors provide insights into the factors that determine how Danish companies choose a consulting services supplier. Five hypotheses are developed based on a literature review. The results show that buying behavior is much less rational than has been presumed. For example, it is revealed that a consultant’s personal relationships to customers can often compensate for the consultant’s lack of knowledge. This suggests that consultants’ developing long-term personal relationships with customers is one of the most important key success factors in the consulting industry. Another important result that emerged from the study is customers’ specific desire to actively participate in the production of consulting services.",
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    Industrial Buying Behavior Related to Human Resource Consulting Services. / Hollensen, Svend; Grünbaum, Niels Nolsøe; Andresen , Marc ; Kahle, Lynn .

    I: The I U P Journal of Marketing Management, Bind 12, Nr. 3, 2013, s. 27-51.

    Publikation: Bidrag til tidsskriftTidsskriftartikelForskningpeer review

    TY - JOUR

    T1 - Industrial Buying Behavior Related to Human Resource Consulting Services

    AU - Hollensen, Svend

    AU - Grünbaum, Niels Nolsøe

    AU - Andresen , Marc

    AU - Kahle, Lynn

    PY - 2013

    Y1 - 2013

    N2 - Early B2B buying-behavior literature strongly emphasizes the rational aspects of buying behavior in B2B services. Based on a comprehensive exploratory study of Danish companies’ purchases of HR consulting services, the authors provide insights into the factors that determine how Danish companies choose a consulting services supplier. Five hypotheses are developed based on a literature review. The results show that buying behavior is much less rational than has been presumed. For example, it is revealed that a consultant’s personal relationships to customers can often compensate for the consultant’s lack of knowledge. This suggests that consultants’ developing long-term personal relationships with customers is one of the most important key success factors in the consulting industry. Another important result that emerged from the study is customers’ specific desire to actively participate in the production of consulting services.

    AB - Early B2B buying-behavior literature strongly emphasizes the rational aspects of buying behavior in B2B services. Based on a comprehensive exploratory study of Danish companies’ purchases of HR consulting services, the authors provide insights into the factors that determine how Danish companies choose a consulting services supplier. Five hypotheses are developed based on a literature review. The results show that buying behavior is much less rational than has been presumed. For example, it is revealed that a consultant’s personal relationships to customers can often compensate for the consultant’s lack of knowledge. This suggests that consultants’ developing long-term personal relationships with customers is one of the most important key success factors in the consulting industry. Another important result that emerged from the study is customers’ specific desire to actively participate in the production of consulting services.

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    KW - Buying Behaviour

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