A Bilateral, Double Motive Perspective on Stakeholder Management in Healthcare EIS Projects

An important responsibility of promoters of enterprise information systems (EIS) is to manage the relations with the system's stakeholders. This is a complex task because of the increasing scope and impact of modern information technologies. In this study we propose and test a model of stakeholder cooperation in a healthcare-EIS context. The model explains effective promoter-stakeholder cooperation by acknowledging transactional as well as relational motives. In the empirical part, this Bilateral, Double Motive (BDM) model is validated by the analysis of three different cases of promoter-stakeholder cooperation. The study contributes to stakeholder theory in EIS contexts by its combined focus on transactional as well as relational motives. Furthermore, the study contributes to practice by providing a systematic way to consider cooperation in EIS projects, especially in healthcare environments.