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Abstract

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.

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