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http://dx.doi.org/10.14400/JDC.2014.12.10.87

A study on the Effects of Ties and Trust Relationship between the Clients and Consultants on the Consulting Performance  

Choi, Chang-Ho (Dept. of Knowledge Service & Consulting, Hansung University)
You, Yen-Yoo (Dept. of Knowledge Service & Consulting, Hansung University)
Publication Information
Journal of Digital Convergence / v.12, no.10, 2014 , pp. 87-96 More about this Journal
Abstract
The first, this study analyzed empirically the effects of the ties(structural) and the trust(relational) between the clients(small and medium sized enterprises) and consultants on the consulting performance, the second, verified the moderating effects of the consultant's competence and the client's participation in the effect of the ties and the trust on the consulting performance. The result of empirical analysis was as follows. The ties and the competence based trust had a positive effects on the consulting performance. Meanwhile, the client's participation had no moderating effect, the consultant's competence moderated the effect of the ties and the trust on the consulting performance. From the above empirical analysis, we appreciated that the building of the strong ties and the trust between the client and consultant is very important to promote consulting performance with the enhancing the consultant's competence.
Keywords
small and medium sized enterprises; ties; competence based trust; benevolence based trust; consulting performance;
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Times Cited By KSCI : 1  (Citation Analysis)
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