Volume 12, Issue 1 (1983)
Consultant, Consultee, and Client Explanations of Each Others Behavior in Consultation
Roy P. Martin
ABSTRACT: This paper explores the causal explanations offered by the client, consultee,and consultant in a typical unsuccessful consultation. These causal explanations are examined in the context of attribution theory and research, and an attempt is made to show that biased attributions are often made by consultants as well as by consultees and clients. These biased attributions are discussed in terms of a cognitive-perceptual framework rather than the traditional motivation based “defensiveness” framework. Finally, implications of this cognitive attribution analysis for consultation practice are presented.
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