From the Vendor’s Perspective: Exploring the Value Proposition in Information Technology Outsourcing1, 2

To date, most research on information technology (IT) outsourcing concludes that firms decide to outsource IT services because they believe that outside vendors possess production cost advantages. Yet it is not clear whether vendors can provide production cost advantages, particularly to large firms who may be able to replicate vendors’ production cost advantages in-house. Mixed outsourcing success in the past decade calls for a closer examination of the IT outsourcing vendor’s value proposition. While the client’s sourcing decisions and the client-vendor relationship have been examined in IT outsourcing literature, the vendor’s perspective has hardly been explored. In this paper, we conduct a close…