The Winner's Curse in IT Outsourcing: Strategies for Avoiding Relational Trauma
通过纵向案例研究，揭示了IT外包中赢家诅咒的形成机制及其对合同后管理的影响，并提出了通过重新谈判缓解诅咒的六条经验教训，帮助客户和供应商避免关系创伤。
Large international corporations commonly engage in IT outsourcing. However, the process of evaluating, selecting, and subsequently contracting out or selling the organization's IT assets, people, and/or activities to a third-party supplier creates the possibility of a Curse. This occurs when the supplier over-promises on what can be delivered for the contract price. This article presents a longitudinal outsourcing case study that explicates the often abstruse Winner's Curse, its effect on post-contract management and the relationship, and how it was alleviated by agreeing to mutually renegotiate the terms of the deal. Building on auction and IT outsourcing theory, the article provides both a model of IT outsourcing processes and a Winner's Curse typology for understanding IT outsourcing ventures. To avoid the experience of relational trauma as a consequence of a Winner's Curse, this article identifies six lessons that client and supplier companies should consider before signing IT outsourcing deals.