This paper is concerned with the decision-making processes surrounding the adoption of packaged software in organizations. We begin by looking at its increasing utilization and consider some of the strengths and limi- tations of employing a standardized approach, particularly in relation to its consideration of end-user requirements. We note the highly problematic nature of installing a global standardized product in the local environment. Using a field study concerning the adoption of a customer relationship management package in a small organization, we go on to illustrate the limited amount of end-user involvement in the selection and procurement of the product. We argue that the art of salesmanship by the third party vendor and project team, which focuses on the interests of senior management, ultimately secures the selection and procurement of the software package.
Howcroft, Debra and Light, Ben, "A Study of User Involvement in Packaged Software Selection" (2002). ICIS 2002 Proceedings. 7.