Abstract
This article is concerned with the relationship between time and success in the context of the procurement and implementation of administrative automation projects. It gives insight into the optimal thoroughness for user organizations to prepare themselves for the purchase of a new system. Interest in the subject stems from a contradiction found in the literature: on the one hand thorough (internal) planning and preparation of projects are recommended while on the other hand other authors state a plea for early (external) co-operation and negotiation with suppliers. Is a very thorough internal preparation a good pay-off or is it better to interact with potential suppliers after a restricted internal preparation? Results from this empirical research — which is part of a major study on marketing and purchasing of mainframe computer-systems — show that an optimum in thoroughness of internal preparation exists which is most effective regarding the quality of the project. A few important implications for user organizations are also mentioned.
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