Where Sex Counts: Effects of Consultant and Client Gender in Management Consulting

Abstract

The present paper is part of a larger study to determine problems of concern to consultants; this study focuses on the importance of consultant and client gender. Survey data were gathered from management con sultants in the Los Angeles area. Data indicated that male and female consultants are approximately the same in training, interests, strategies, and other background aspects; despite comparable credentials, women are concentrated in the lower ranks of consulting firms. Some data also suggest that women may have more difficulty establishing their own firms. Women are viewed as performing less credibly with clients than are their male counterparts, although this effect appears to be minimized with female clients. Overall, despite their preparation for management consulting, women appear to be experiencing substantial discrimination when enter ing the field.

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