Evaluation of strategic investments in information technology
Communications of the ACM
HICSS '98 Proceedings of the Thirty-First Annual Hawaii International Conference on System Sciences-Volume 6 - Volume 6
Journal of Management Information Systems - Special section: Strategic and competitive information systems
Information Technology and Management
The impact of E-commerce technology on the air travel industry
Annals of cases on information technology
Journal of Management Information Systems
Limits to Value in Electronic Commerce-Related IT Investments
Journal of Management Information Systems
Using Social Network Analysis to Measure IT-Enabled Business Process Performance
Information Systems Management
The Power of Patterns and Pattern Recognition When Developing Information-Based Strategy
Journal of Management Information Systems
Journal of Management Information Systems
The Journal of Strategic Information Systems
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Successful companies find it exceedingly difficult to change their business strategy radically in response to impending changes in their competitive environment. Here, we analyze how Rosenbluth International, one of the largest travel agencies, was able to accomplish that. Threatened with disintemediation during the period of drastic restructuring of travel brokerage, the company strategically revised its value proposition. It has divested itself of its leisure travel segment and offered a range of its services on a fee basis to its customers, rather than rely on commissions by the suppliers of travel services, as it had done previously. This strategic change was enabled by information systems, several of them highly innovative, which Rosenbluth had used strategically in its prior business initiatives. The paper analyzes the management of strategic transition at Rosenbluth International in the light of general theory of organizational resistance to change.