Conference Proceedings

A Framework for Relationships in Outsourcing: Contract Management Archetypes

S CULLEN, G Shanks, M Davern, L Wilcocks

HICSS | Published : 2017


Outsourcing engagements are defined by contracts, but personal relationships drive success. In this paper, we propose a set of behavior archetypes and use them within four action-research cases that altered behavior to achieve positive outcomes. The results suggest that a successful outsourcing engagement can be derived through adaptation of well-considered behavioral approaches rather than contracting techniques.