This paper examines the relationship between IT vendors and the clients who use their products and services. The last fifteen years have seen a large increase in the amount of spending on purchased software as opposed to internally developed software. The dynamic of these relationships has not been a focus of current IS research and, as such, remains largely unexplored. The paper identifies the factors that influence the success of information tech-nology vendor–client relationships. Qualitative interview data is analyzed using grounded theory to create a list of factors that describe both good and bad relationships as perceived by experienced IT professionals. Using these factors, a model of information technology vendor–client relationships is presented. Future research directions are suggested as well as implications for research and practice.
Claybaugh, Craig C. and Srite, Mark
"Factors Contributing to the Information Technology Vendor–Client Relationship,"
Journal of Information Technology Theory and Application (JITTA): Vol. 10
, Article 3.
Available at: http://aisel.aisnet.org/jitta/vol10/iss2/3