The Role of Relationship-Specific Factors for Knowledge Transfers in Consultancy Services

Abstract

The main research question of this study was to identify what influence might have the relationship-specific factors on the process of knowledge transfer between the consultancy agency and the clients. Thus, the concepts of knowledge and knowledge transfer were researched by reviewing the literature on types of knowledge, mechanisms of knowledge transfer, and success factors. Hereby the barriers to and facilitators of knowledge transfer were observed as an important point for knowledge transfer success. The theoretical part concerning the concept of relationship development was based on previously research with relationship development being regarded from various perspectives such as the life-cycle approach, relationship marketing and network development perspectives. Based on the literature, a theoretical framework was developed which was later tested via a multiple case study of successful and unsuccessful projects in the consultancy agency in Ostrobothnia region in Finland. In the case studies it became clear that the absorptive capacity of the client is rather important in achieving the goals of the consulting project. Nevertheless, the influence of the elements of the absorptive capacity, motivation and ability, is different to what had been described in previous research. It was confirmed that the relationship development between the consultant and the client evolves through three stages similar to the stages determined by relationship marketing and network development literature. However, it appeared that not all of the relationship-specific factors can be supported and their influence on the process of knowledge transfer is not obvious.