1988
DOI: 10.2307/249127
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Convincing Top Management of the Strategic Potential of Information Systems

Abstract: Recent research has shown that the difficulty of convincing top management of the potential strategic impact of information systems impedes information systems planning. Interviews with 20 top information systems executives revealed reasons for this difficulty and techniques that they use in attempting to overcome it. The results suggest the importance of information systems executives' skills and activities necessary for the selling of information systems products and services. The research also raises three … Show more

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Cited by 147 publications
(60 citation statements)
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References 14 publications
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“…Especially for sustainable project planning, the social sustainability need more support from the commitment of project team in the project life cycle. For construction engineering projects with complex stakeholders, sustainable project planning increases the opportunity for communication and likelihood that each team member understands what other member are proposing to do [67], and then facilitates common understanding and knowledge sharing at project team level [68]. Thus, sustainable project planning also manifests as the efforts made on realizing common commitment and democracy to the goals, values, and behavioral expectations of construction engineering project team.…”
Section: Discussionmentioning
confidence: 99%
“…Especially for sustainable project planning, the social sustainability need more support from the commitment of project team in the project life cycle. For construction engineering projects with complex stakeholders, sustainable project planning increases the opportunity for communication and likelihood that each team member understands what other member are proposing to do [67], and then facilitates common understanding and knowledge sharing at project team level [68]. Thus, sustainable project planning also manifests as the efforts made on realizing common commitment and democracy to the goals, values, and behavioral expectations of construction engineering project team.…”
Section: Discussionmentioning
confidence: 99%
“…A selling team, including the CEO. This emphasis on team memberorientation in IS executives is one by the emphases coming ship rather than direct reporting is in conflict with Raghunfrom the study of Lederer and Mendelow (1988).…”
Section: Methodsmentioning
confidence: 99%
“…One study in the literature suggests that the key to IS use success is convincing the top managers to use it (Lederer and Mendelow, 1988). In other words, convincing top managers is the key to system use success.…”
Section: Quote 50mentioning
confidence: 99%