Title: Exploring the determinants of client opportunism: a study of IT service projects

Authors: Smita Chaudhry

Addresses: FLAME University, 401, Phoenix Complex, Bund Garden Road, Opposite Residency Club, Pune 411001, India

Abstract: Project literature has paid limited attention to opportunism in service relationships. Service relationships are characterised by intangibility, dependence for value co-creation and misalignment of partner goals. Considering this distinctiveness, a multiple case study method was employed to identify determinants of client opportunism in IT service projects. Results of content analysis showcase organisational and project level factors that can promote opportunity, propensity and incentive for client opportunism. They also highlight the role played by client maturity and client project manager in influencing opportunism. Besides, the study underscores the importance of vendor perception of client opportunism. Research directions and practical implications are discussed.

Keywords: client opportunism; opportunity for opportunism; propensity for opportunism; incentive for opportunism; client project manager; multiple case study; client maturity; IT service projects.

DOI: 10.1504/IJPOM.2020.111070

International Journal of Project Organisation and Management, 2020 Vol.12 No.4, pp.407 - 427

Received: 14 May 2019
Accepted: 27 Nov 2019
Published online: 09 Nov 2020 *

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