Journal
JOURNAL OF STRATEGIC MARKETING
Volume 19, Issue 4, Pages 381-394Publisher
ROUTLEDGE JOURNALS, TAYLOR & FRANCIS LTD
DOI: 10.1080/0965254X.2011.586717
Keywords
pro bono; professional services; consultant-client relationship
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Providers of professional services, such as management consultants, marketing communication, and legal service firms recognize the importance of fostering longterm relationships between consultants and their clients. At a more sophisticated level, the relationship could be examined via the notion of `commercial friendships'. The notion suggests that both parties may derive the non-commercial value from a relationship formed for commercial reasons. However, how a non-commercial value of a business relationship is perceived by both the service providers and the clients is not well understood. In a professional service setting, providing skilled services at a reduced rate or free of charge for a client is considered a pro bono work. The value of these services remains unexplored in marketing literature. To address this gap, we conducted exploratory, qualitative research that examined the consultant-client relationship from the perspective of both individuals in a context of pro bono service.
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