클라이언트 요인이 컨설팅지식이전에 미치는 영향 : Bootstrapping 기법을 활용한 클라이언트 학습의 매개효과 분석

The expert model, which has been a leading consulting model until recently, is an consulting approach to solving organizational problems by a consultant based on consulting expertise. This model is known as a consulting approach suitable for solving problems related to organizational efficacy and legitimacy. However, the expert model faced the criticism from clients due to several problems such as presentation of standardized problem solutions, inconsistency between organizational situation and recommendations, and inability to implement the proposed problem solutions because of absence of intebsive interaction between consultants and clients. The social learning model that emerged as an alternative model to this is an consulting approach that solves problems through intensive interaction such as knowledge exchange and collaboration between consultants and clients. This approach is known as a consulting approach suitable for solving complex and esoteric problems or innovative problems. The purpose of this study is to verify the mediating effect of client’s learning in the relation affecting the client’s factors on the knowledge transfer of consulting in the social learning model perspectives. Sample data were collected from 315 people in charge of origin management in the context of FTA rules of origin consulting. The mediating effect was estimated by using the PROCESS macro proposed by Hayes(2013), which takes 10,000 bootstrap samples and examine the 95% bootstrap confidence interval methods against regression parameters and indirect effect estimates. As a result of the analysis, the mediating effect of clients’ learning was confirmed in the path of client’s participation and self-efficacy → learning → knowledge transfer of consulting. But it was found that the mediating effect of clients’ learning was statistically not significant in the client’s pre-knowledge → learning → consulting knowledge transfer path. In the perspective of the social learning model that emphasizes the role of the client and intensive interaction between consultants and clients, when the client has a sense of self-efficacy and actively participates in the project and collaborates with the consultant, the process that influences the knowledge transfer of consulting by facilitating the clients’ learning was identified. It provides a suggestion that when the complexity and difficulty of the consulting task are high, depending on the consulting field, the social learning model approach may be more useful than the traditional expert model.