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Keywords: Management consultancy
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Journal Articles
IT consultants, salesmanship and the challenges of packaged software selection in SMEs
Available to Purchase
Journal of Enterprise Information Management (2008) 21 (6): 597–615.
Published: 17 October 2008
... field study concerning the adoption of a customer relationship management package in an SME management consultancy. Findings The authors illustrate how the process of “salesmanship”, an activity directed by the vendor/consultant and focussed on the interests of senior management, marginalises user...
