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Convincing Top Management of the Strategic Potential of Information Systems
Albert L. Lederer and Aubrey L. Mendelow
Vol. 12, No. 4 (Dec., 1988), pp. 525-534
Stable URL: http://www.jstor.org/stable/249127
Page Count: 10
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Recent research has shown that the difficulty of convincing top management of the potential strategic impact of information systems impedes information systems planning. Interviews with 20 top information systems executives revealed reasons for this difficulty and techniques that they use in attempting to overcome it. The results suggest the importance of information systems executives' skills and activities necessary for the selling of information systems products and services. The research also raises three controversial questions for future investigators.
MIS Quarterly © 1988 Management Information Systems Research Center, University of Minnesota