HEC Research Papers Series,
HEC Paris

Abstract: Among the range of practices that bring personal assistance to people in firms, coaching is getting a growing popularity, even if the need for it and the way it is used remain unclear. In such a context, this study aims at understanding the reasons why associates of a leading consulting firm require coaching practices. To start with, organizational factors seem to facilitate the use of it by reducing different access costs that are identified. Besides, personal motivations associated first to the benefits which the very process of coaching offers, secondly to the specific skills that managers develop through their work with the coach.

Keywords: executive coaching; coaching processes; psychological and cultural access cost; strategic integration; system of need; emotional acceptability

JEL-codes: M12; M53

48 pages, May 1, 2007

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