Title

Negotiating successful technology implementation: A motivational perspective

Document Type

Article

Publication Date

3-1996

Publisher

Elsevier B.V.

Abstract

A framework based on expectancy theory, equity theory, and integrative negotiation strategies is proposed for improving the success rates of technology implementations. Negotiation strategies can be used to create integrative solutions such that the incentives to use the technology are distributed most effectively. Many of the current approaches to technology implementation focus on increasing the ease of use of the technology by lowering organizational and/or technological barriers blocking implementation success. An additional approach is to increase motivation to use the technology. Ease of use must be combined with making technology use desirable to the users. Implementers who approach implementation as an integrative negotiation will be best able to structure successful solutions.

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