The Relationship Advantage: Information Technologies, Sourcing, and Management

Hardcover | November 1, 2001

byThomas Kern, Leslie P. Willcocks

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The relationship in information technology (IT) outsourcing determines the difference between a successful, a less successful, and a failing outsourcing deal. IT managers will commonly spend seventy per cent of their time on making the client-supplier relationship work, while thirty per centof their time will focus on the contract, personnel, and problem issues. Longitudinal research into Xerox's global, British Aerospace's total,ESSO's selective, British Petroleum's alliance, and the UK Inland Revenue's public sector outsourcing deals highlights relationship practices and recurring post-contract management issues that demand careful attention andmanagement. By use of novel cliebt-supplier relationship framework developed from transaction cost, relational contract, nad interorganisational relationship theory, the authors carefully amalyse these five longitudinal case studies and identify what the key dimensions of an outsourcingrelationship are. Together the framework and the case studies provide a number for both practitioners and academics on how to achieve a relationship advantage.

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The relationship in information technology (IT) outsourcing determines the difference between a successful, a less successful, and a failing outsourcing deal. IT managers will commonly spend seventy per cent of their time on making the client-supplier relationship work, while thirty per centof their time will focus on the contract, pe...

Thomas Kern is Assistant Professor for Information Management at the Rotterdam School of Management, Erasmus University. He is also a Research Affiliate with the Oxford Institute of Information Management, Templeton College, University of Oxford, and the European Editor of the Journal of Information Technology. Leslie P. Willcocks is ...

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Format:HardcoverDimensions:410 pages, 9.21 × 6.14 × 1.02 inPublished:November 1, 2001Publisher:Oxford University PressLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0199241929

ISBN - 13:9780199241927

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Table of Contents

1. The IT Outsourcing Phenomenon: Trends, Practices, Challenges2. Risk Mitigation and the Relationship Advantage in IT Outsourcing3. Global Relationship Management at Xerox Corporation4. Relational Dynamics at British Aerospace5. Alliance Management at British Petroleum Exploration6. Relationship Management in Selective Outsourcing at ESSO-ITNet7. Strategic Partnering in Public Sector IT Outsourcing8. Relationship Management: A Cross-Case Perspective9. The Relationship Advantage as Practice: ReflectionsAppendix 1. Research MethodologyAppendix 2. The Research Process: Founding the Analytical Frameworks