Leslie P. Willcocks

David Finnegan

Firms are continually seeking new ways to forge close relationships with their most valuable customers. With recent advances in networking and database management, firms have both the motivation and the means for improving their Customer Relationship Management (CRM) strategies. This book focuses on the actuality of implementing CRM. It is about the organization's ability to provide a seamless and personalized experience to each customer rather than a transactional or product-focused approach where the future of the relationship is not an over-riding consideration. This book connects CRM systems implementation with organizational change for the first time. It looks into the factors that distinguish firms which connect with their customers and gain customer loyalty with firms that are not as successful. It also describes the micro-processes that occur on a daily basis in a company and all the small decisions managers and employees take during the implementation of change and the creation of knowledge. Finnegan and Willcocks note that CRM implementation is not the straightforward process that many of the trade publications would have us believe. They state the failure rate of large CRM projects may be as high at 70%. Through the lens of two detailed case studies, the authors investigate why CRM is no panacea.

From Technology to Knowledge

Implementing CRM

Nik Rushdi Hassan

The information systems (IS) field represents a multidisciplinary area that links the rapidly changing technology of information (or communications and information technology, ICT) to the business and social environment. Despite the potential that the IS field has to develop its own native theories to address current issues involving ICT it has consistently borrowed theories from its “reference disciplines,” often uncritically, to legitimize its research. This volume is the first of a series intended to advance IS research beyond this form of borrowed legitimization and derivative research towards fresh and original research that naturally comes from its own theories. It is inconceivable for a field so relevant to the era of the hyper-connected society, disruptive technologies, big data, social media, "fake news" and the weaponization of information to not be brimming with its own theories. The first step in reaching the goal of developing native IS theories is to reach an agreement on the need for theory (its rationale) and its role as the most distinctive product of human intellectual activity. This volume addresses what theories are, why bother with theories and the process of theorizing itself because the process of developing theories cannot be divorced from the product of that process. It will lay out a research agenda for decades to come and will be invaluable reading for any academic in the IS field and related disciplines concerned with information, systems, technology and their management.

Rationale and Processes

Advancing Information Systems Theories

Julia Kotlarsky

Ilan Oshri

This book contains 13 carefully revised and selected papers from the 6th Workshop on Global Sourcing, held in Courchevel, France, during March 12-15, 2012. They have been selected from 46 submissions and represent both client and supplier perspectives on sourcing of global services. This volume is intended for use by students, academics, and practitioners interested in the outsourcing and offshoring of information technology and business processes. It offers a review of the key topics in outsourcing and offshoring, populated with practical frameworks that serve as a tool-kit for students and managers. The topics discussed combine theoretical and practical insights, and they are extensively illustrated by case studies from client and vendor organizations. Last but not least, the book examines current and future trends in outsourcing and offshoring, paying particular attention to the centrality of innovation in sourcing arragements, and how innovation can be realized in outsourcing.

6th Global Sourcing Workshop 2012, Courchevel, France, March 12-15, 2012, Revised Selected Papers

The Dynamics of Global Sourcing: Perspectives and Practices

Mary C. Lacity

Chris Sauer

Bringing together theoretical and empirical studies from the Journal of Information Technology, this book provides a definitive guide to research discovered on the growing global sourcing phenomenon. Paying particular attention to Information Technology Outsourcing (ITO) and Business Process Outsourcing (BPO), theoretical chapters explore insightful ways of thinking about the different facets of outsourcing, and provide useful information to practitioners and researchers. Empirical chapters report the findings of 405 major research studies into the risks and successes of relationships between customer and vendor, the development of trust in these relationships, the factors affecting locations for offshoring, and specialized offshoring organizations such as captive centres. In this comprehensive study, the editors present an expert review of the historical development of this field, and offer analysis of emerging findings and practices for the future.

Outsourcing and Offshoring Business Services

Mary Lacity and Leslie Willcocks have studied and worked with outsourcing practitioners for over 20 years. As the world's leading authorities in the field, the authors have assembled a rich database of over 2,200 outsourcing arrangements, studied across sectors and geographies, and over time, from inception, through contract signing, to outcomes. This book provides unparalleled insight into the robust practices that have been proven effective time and again. As such, it serves as a vital digest of essential sourcing techniques. But the authors also point to impressive case evidence supporting the newest thinking, redirections, and advanced practices that produce business value beyond cost savings. Hence the authors aim at thoughtful, experienced clients and providers who are ready for a radical, evidence-based rethink. Through this book leaders will master the advanced practices required to drive for and deliver the cost and efficiency gains, innovation and business advantages available from the various sourcing options now on stream. In particular, Lacity and Willcocks show how practitioners can optimize the strategic value inherent in offshore outsourcing, shared services, bundled services, impact outsourcing, advanced BPO, rural outsourcing, and cloud computing. This work will be a vital resource for all practitioners looking to reinvigorate, leverage and render strategic their outsourcing enterprise.

Rethinking ITO, BPO and Cloud Services

Advanced Outsourcing Practice

Andrew Craig

Since 2007, South Africa has been one of the world's upcoming Business Process Outsourcing (BPO) offshore destinations. This book is based on the authors' most recent research into high performance BPO globally and new research streams specifically on South Africa. The results are divided into three sub-studies. The first study of country comparison shows South Africa, with centres and offerings in Cape Town, Durban and Johannesburg, to be a cost-competitive, highly attractive destination in specific segments – voice, complex BPO, ITO, KPO and LPO - especially to UK and English speaking geographies with cultural affinities. The second study reviews research on South Africa and interviewed clients on their captive, partnering and outsourcing experiences in South Africa. The third study we examined in detail into seven cases - British Gas, Amazon, iiNet , Capita, CCI, radiant.law, and BP. The book concludes with challenges for South Africa.

Becoming Strategic in the Global Marketplace

South Africa's BPO Service Advantage

A rich database of over 2,200 outsourcing arrangements, studied across sectors and geographies, and over time, from inception, through contract signing, to outcomes. This book has unparalleled insight into the robust practices that have been proven effective time and again.

A. Craig

Since 2007, South Africa has been one of the world's upcoming Business Process Outsourcing (BPO) offshore destinations. This book is based on the authors' most recent research into high performance BPO globally and new research streams specifically on South Africa.

South Africa’s BPO Service Advantage

Graeme Shanks

Peter B. Seddon

How to get the most out of Enterprise Resource Planning (ERP) systems.

Implementing for Effectiveness

Second-Wave Enterprise Resource Planning Systems

Eleni Lioliou

The aim of this book is to investigate the discursive power of two original, theoretical lenses when applied to real outsourcing arrangements and phenomena. The Transaction Cost Economics (TCE) and Foucauldian perspectives are brought to bear on five outsourcing relationships in order to test the application of these discourses to rich qualitative data over the outsourcing contractual life-cycle. This will be the first study illustrating the relevance of Foucauldian concepts of governmentality, discourse and power relations to the study of outsourcing arrangements, and will also incorporate the perspectives of both client and supplier organizations. Using discourse analysis, the objective is to critically deconstruct and provide fresh insight into the normative ‘outsourcing’ discourse that has grown up around global sourcing practices over the last 30 years.

Leslie P. Willcocks

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