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Convincing Top Management of the Strategic Potential of Information Systems

Albert L. Lederer and Aubrey L. Mendelow
MIS Quarterly
Vol. 12, No. 4 (Dec., 1988), pp. 525-534
DOI: 10.2307/249127
Stable URL: http://www.jstor.org/stable/249127
Page Count: 10
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Since scans are not currently available to screen readers, please contact JSTOR User Support for access. We'll provide a PDF copy for your screen reader.
Convincing Top Management of the Strategic Potential of Information Systems
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Abstract

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.

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