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Strategic Gift Giving In Vendor Relationships: The Gift Of Cognitive Regard, Cecil Eng Huang Chua, Cheng Chen, Ji-Ye Mao
Strategic Gift Giving In Vendor Relationships: The Gift Of Cognitive Regard, Cecil Eng Huang Chua, Cheng Chen, Ji-Ye Mao
Business and Information Technology Faculty Research & Creative Works
Increasing competition in the IT vendor landscape means it is increasingly difficult for vendors to sustain themselves by competing on price. Thus, many vendors desire to become strategic partners with their clients to thereby acquire a secure monopoly-like position on IT services. How should vendors do so? We argue one way is via the strategic distribution of gifts. This research unpacks one particularly effective gift type- the gift of cognitive regard through a qualitative analysis of a client-vendor relationship. This gift type has five properties: (1) Known Effortfulness, (2) Deep cognitive understanding, (3) Inalienability, (4) Nontransferrability, and (5) Contract temporality …
Leveraging Social Capital To Obtain Top Management Support In Complex, Cross-Functional It Projects, Gloria H. W. Liu, Eric T. G. Wang, Cecil Eng Huang Chua
Leveraging Social Capital To Obtain Top Management Support In Complex, Cross-Functional It Projects, Gloria H. W. Liu, Eric T. G. Wang, Cecil Eng Huang Chua
Business and Information Technology Faculty Research & Creative Works
Research argues that a major reason for IT project failure is the lack of top management support. However, obtaining top management support is often considered outside the IT project team's control. In this paper, we investigate how IT project teams can obtain such support. We find that creating and mobilizing social capital through repeated interaction with top managers and their confidants helps a project obtain top management support. Also, a failure to use social capital to engage top management can cause a decrease in their support. We demonstrate these points through a natural experiment of the support of three division …