Multiparty sensemaking: A technology‐vendor selection case study

Abstract

Information system (IS) procurement history is replete with poorly executed, multimillion dollar procurement decisions. Yet we barely understand what effective IS procurement should look like. IS procurement is highly challenging, as it requires the client to simultaneously select a technology and vendor. This paper explores the technology‐vendor selection process through the sensemaking perspective. Our study develops a sensemaking model for technology‐vendor selection that connects the multiple rounds of client‐vendor communicative actions with the client's sensemaking process. We show how the client reconciles fragmented and sometimes conflicting cues and information through three intertwined cycles: immediate, retrospective, and decision. Sensebreaking occurs as a separate process (and not a communicative action) when disruptive cues occur persistently and from different vendors over multiple rounds of sensemaking. We derive a set of critical factors, on the basis of the sensemaking perspective, for selecting an appropriate vendor and technical solution. These insights in turn help explain many poorly executed IS procurement decisions.

A Sensemaking Perspective of Digitalisation in Construction Organisations

“…In general, organisational research-related studies adopt sensemaking as an approach to understanding leaders within an organisation in terms of their ability to share a common meaning and envision a common future [46], varying in terms of roles such as human resources [47]. Recent studies, however, have little focus on capturing employees' sensemaking perspective [48].…”

Quel choix de système de gestion intégré en PME ? Étude multi-cas des combinaisons de critères de sélection

“…Les critères de sélection guidant le choix entre les différentes solutions s'affinent durant le processus, parallèlement au resserrement du nombre de solutions restant en lice. Les différents échanges avec les fournisseurs de solutions permettent au client de construire progressivement la compréhension et le sens de son choix (Yeow et Chua, 2020). Certains points de préoccupation pour la sélection sont résolus et sortent du champ des critères de décision, tandis que d'autres perdurent voire apparaissent au moment du choix final du système (Figure 1).…”

Applying Framing Theory in Digital Transformation Research: Suggestions for Future Research

“…Third, only papers that explicitly used framing theory were included, thereby excluding studies of relevant empirical phenomena with alternative theoretical framings. Fourth, the discussion does not discuss the potential of framing theory in relation to theoretical alternatives, where other options include, for example, sensemaking [49], sensegiving [15], sensebreaking [53], mindfulness and mindlessness [11], institutional logics [3] and social representation [14,41]. Nonetheless, I am hopeful that the choice and scope of this review is sufficient to inspire future DT research.…”