컨설턴트의 정체성이 컨설팅 성과에 미치는 영향 : 경영 컨설턴트의 사례

Management consulting is characterized by high uncertainty due to information asymmetry, and consultants use their competencies as signals to reduce the client's uncertainty. This study analyzes the impact of consultants' competencies on performance, while examining the mediating role of consultants' identity and the moderating effect of clients' HRM policies on consultants' identity. Based on a survey conducted with consultants and clients participating in domestic consulting projects from 2023 to 2024, the results revealed that consultants' competencies positively influenced consulting performance, particularly with a significant positive relationship with emotional identity with the client. Emotional identity showed a partial mediating effect on performance, specifically in terms of the likelihood of re-contracting, representing scalability. On the other hand, the moderated mediating effect of clients' HRM policies was not statistically significant. However, the commitment-based HRM policy interacted with consultants' competencies to enhance client satisfaction. This study empirically demonstrates that consulting performance is influenced not only by consultants' individual characteristics, as emphasized in previous research, but also by the identity they form with their consulting teams and clients. Notably, it highlights the crucial role of emotional bonds with clients in improving performance, contributing to the extension of identity theory research in organizational contexts. From a practical perspective, this study underscores the importance of clients’ HRM policies in enhancing organizational performance through consulting and suggests the need for the development of various policy approaches.