The IT sales cycle as a source of context in IS implementation theory

Authors:
Michael Wybo
Affiliations:
Department of Information Technologies, HEC Montréal, 3000 Chemin de la Côte-Sainte-Catherine, Montréal, Québec H3T 2A7, Canada
Venue:
Information and Management
Year:
2007

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Abstract

Theories of systems implementation identify contextual factors that influence both management action and implementation outcomes. Building on this, I showed using case studies, how the actions of participants in the IT sales cycle create the context within which implementation takes place. I argue that implementation begins much earlier than current theories have assumed and should be considered to consist of two distinct but related processes: the acquisition of IS and their deployment in the organization.