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The Relationship Advantage – Information Technologies, Sourcing, and Management | Oxford Scholarship Online
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The Relationship Advantage: Information Technologies, Sourcing, and Management

Thomas Kern and Leslie P. Willcocks


The relationship in information technology (IT) outsourcing determines the difference between a successful, a less successful, and a failing outsourcing deal. IT managers will commonly spend seventy per cent of their time on making the client-supplier relationship work, while thirty per cent of their time will focus on the contract, personnel, and problem issues. This book provides longitudinal research into Xerox's global, British Aerospace's total, ESSO's selective, British Petroleum's alliance, and the UK Inland Revenue's public sector outsourcing deals. It highlights relationship practices ... More

Keywords: IT outsourcing, client-supplier relationship, Xerox, British Aerospace, ESSO, British Petroleum, UK Inland Revenue, transaction cost, relational contract, interorganisational relationship theory

Bibliographic Information

Print publication date: 2001 Print ISBN-13: 9780199241927
Published to Oxford Scholarship Online: October 2011 DOI:10.1093/acprof:oso/9780199241927.001.0001


Affiliations are at time of print publication.

Thomas Kern, author
Assistant Professor in Information Management, Rotterdam School of Management, Erasmus University

Leslie P. Willcocks, author
Arthur Andersen Professor of E-Business and Information Management, Warwick Business School
Author Webpage