Department of Management Information Systems, College of Business, San Jose State University, One Washington Square, San Jose, CA 95192, USA. ' College of Management, Sun Yat-Sen University, Guangzhou, Guangdong 510275, China. ' Information and Decision Sciences, Perdue School of Business, Salisbury University, Salisbury, MD 21801, USA
In recent years increasing research interests have been generated in the area of IT adoption in China. While much of the research is done on the large public companies, studies on small and medium enterprises (SME) in the private sector remain scarce. This paper examines a failed attempt by a small private Chinese trading company in Guangdong province that adopts a Customer Relationship Management (CRM) system to address both internal and external challenges. The findings shed lights on understanding the process of Chinese private sector's IT adoption. Lessons for successful IT projects in private sector are provided.
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