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The Fifth Column: Sales Psychology of MS/MIS Systems: Why Some Work, Why Some Win

Author

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  • Robert E. D. Woolsey

    (Operations Research/Management Science Program, Mathematics Department, The Colorado School of Mines, Golden, Colorado 80401)

Abstract

Getting management science/management information systems implemented in large, multi-national firms may be seen to have cultural dependence and cultural independence. My experience shows that cultural dependence is always secondary to respect for the bottom-level customer and uncovering the hidden agenda. Two pungent examples from Mexico and the US will be discussed with my expected wit.

Suggested Citation

  • Robert E. D. Woolsey, 1989. "The Fifth Column: Sales Psychology of MS/MIS Systems: Why Some Work, Why Some Win," Interfaces, INFORMS, vol. 19(2), pages 29-33, April.
    • Handle: RePEc:inm:orinte:v:19:y:1989:i:2:p:29-33
    DOI: 10.1287/inte.19.2.29
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