The Client–Vendor Offshore Relationship: Success Factors

Abstract

IT Offshoring has become a common strategic practice for many U.S. companies. Success offers access to technical expertise in emerging markets. This study recognizes the complexity of the IT offshoring relationship and examines social exchange factors difficult to address in contracts, and the relationship of these factors to a successful relationship. A recent survey of Fortune 500 CIOs found that a close relationship between client and vendor, characterized by trust and communication, is correlated with success.

Keywords:

• outsourcing
• global IS management
• social effects of IT
• social exchange theory
• client–vendor
• offshoring

Additional information

Notes on contributors

Jeremy St. John

Jeremy St. John is an Assistant Professor of Management Information Systems at Texas A&M University – Commerce. He received his PhD from the University of North Texas. His research interests include information technology offshoring, process virtualization, and supply chain management.

Carl Stephen Guynes

Carl Stephen Guynes is a Regents Professor of Information Technology at the University of North Texas. He received a doctorate in quantitative analysis from Texas Tech University. Dr. Guynes’ areas of specialization are client/server computing, offshoring, data administration, and computer security. Some of the journals in which Dr. Guynes has published include Information Systems Management, Communications of the ACM, Information & Management, and the Journal of Accountancy.

Richard Vedder

Richard Vedder is a Professor of Information Technology at the University of North Texas. He received his PhD from the University of Arizona. His research interests include evolving IT business practices and the evaluation of emerging information technologies for business uses. Some of the journals in which Dr. Vedder has published include Information Systems Management, Decision Sciences, Communications of the ACM, and IEEE Transactions on Systems, Man and Cybernetics.