The IT sales cycle as a source of context in IS implementation theory
Authors: Wybo, Michael
Journal: Information & Management (2007)
Theories of systems implementation identify contextual factors that influence both management action and implementation outcomes. Building on this, I showed using case studies, how the actions of participants in the IT sales cycle create the context within which implementation takes place. I argue that implementation begins much earlier than current theories have assumed and should be considered to consist of two distinct but related processes: the acquisition of IS and their deployment in the organization.