Dodgsona, Agoglia. Bennett (AOS 2017): The Influence of ‘Relationship’ Partners on Client Managers Negotiation Positions.

Dodgsona, Agoglia. Bennett (AOS 2017): The Influence of 'Relationship' Partners on Client Managers' Negotiation Positions
What?
The study aims to examine the impact of choosing senior leadership partners as a liaison between the audit firm and the client company.
The paper's research question can be divided into two sub-questions: is there an influence of relation partnership on the auditor-client negotiations, and whether there is a change in this influence depending on negotiation level.
Why?

An audit firm must build healthy and positive auditor-client relationships, which is a source of consulting revenue.
The effectiveness of the auditor's work depends on the complete disclosure of the firm's internal information. It is easier to achieve with closer auditor-client contact.
During the work of audit firms, various delicate and controversial issues often arise; its solution is possible with the inclusion of relationship partners.

How?
Experimental research methodology: participants ...

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