Knowledge Transfer and Management Consulting: The Effect of Consultant and Client Characteristics

Abstract

Knowledge transfer (KT) from the consultant to the client is an important area that needs to be repeatedly addressed and thoroughly understood. The aim of this research was to examine the assumption that client characteristics and consultant competencies play a defining role in the effective transfer of knowledge to the client party. The authors examined the critical aspects and competencies required of the consultant, and the characteristics and attitudes required of the client, which would contribute to a successful transfer of knowledge, through unstructured in-depth interviews and concise questionnaires. Eighty consulting assignments were studied from both the client side and the consultant side. A conceptual model is presented, factor analysis was used to validate the constructs, and partial least squares were used to test the model. The findings showed that the consultants' professionalism, skills, and behavior were significant contributors to KT to the client. Surprisingly, neither the consultant knowledge nor client characteristics had any significance to the KT to the client.