The sponsor-adopter gap-differences between promoters and potential users of information systems that link organizations

Authors:
A. L. M. Cavaye
Affiliations:
Angèle Cavaye is with the Department of Systems Engineering and Policy Analysis, Delft University of Technology, Delft, the Netherlands
Venue:
International Journal of Information Management: The Journal for Information Professionals
Year:
1995

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Abstract

The success of interorganizational systems depends on the adoption and use of these systems. This paper suggests that one barrier to successful implementation concerns differences between sponsors (or promoters) and potential adopters (or intended users) which can delay and inhibit initial uptake of interorganizational systems. The concept of a sponsor-adopter gap is described, reasons for its existence are derived from innovation literature and ways of bridging the gap are presented. Case examples are used to help illustrate the discussion. It is argued that marketing by the sponsor and peer communication among potential adopters can help overcome the sponsor-adopter gap.