The Effects of Consultant's Competency and Consultation Process on the Consulting Performance: The Mediating Role of Client's Involvement and Utilizing Willingness

컨설턴트역량과 수행과정이 컨설팅성과에 미치는 영향: 수진기업의 참여수준과 활용의지의 매개효과

  • Lee, Cheol-Woo (Dept. of Advanced Industry Fusion, Graduate School, Konkuk University) ;
  • Lee, Cheol-Gyu (Dept. of Advanced Industry Fusion, Graduate School, Konkuk University) ;
  • Lee, Dong-Myung (Dept. of Advanced Industry Fusion, Graduate School, Konkuk University)
  • 이철우 (건국대 대학원 신산업융합학과) ;
  • 이철규 (건국대 대학원 신산업융합학과) ;
  • 이동명 (건국대 대학원 신산업융합학과)
  • Received : 2016.09.01
  • Accepted : 2016.11.20
  • Published : 2016.11.28


This paper aims to examine the mediating effects of client involvement and client utilizing willingness among consultant competency, consultation process and consulting performance. To accomplish the purpose, the analysis was conducted with 446 SMEs which had a consulting experience. The collected data were analyzed with SPSS and AMOS for Windows. This study used several statistical techniques such as descriptive analysis, confirmatory factor analysis, reliability analysis, feasibility analysis, Sobel test and the significance test of indirect effects. All studied factors presented meaningful results(+) except the path of consultant competency and client involvement. The client utilizing willingness presented the mediating role between consultation process and consulting performance. Consequently, it said that consultation process with client utilizing willingness was more important than consultant competency itself.


Management consulting;Consultant competency;Consultation process;Consulting performance;Client involvement;Client utilizing willingness


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