A Framework for Relationships in Outsourcing: Contract Management Archetypes

Date
2017-01-04
Authors
Cullen, Sara
Shanks, Graeme
Davern, Michael
Willcocks, Leslie
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Outsourcing engagements are defined by contracts, but personal relationships drive success. In this paper, we propose a set of behavior archetypes and use them within four action-research cases that altered behavior to achieve positive outcomes. The results suggest that a successful outsourcing engagement can be derived through adaptation of well-considered behavioral approaches rather than contracting techniques.
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Outsourcing, relationship management, contract management, action research, archetypes
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10 pages
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Proceedings of the 50th Hawaii International Conference on System Sciences
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Attribution-NonCommercial-NoDerivatives 4.0 International
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