Entrepreneur or Intermediary: The Nature of the Relationship Manager's Job

@inproceedings{Iacono1995EntrepreneurOI,
  title={Entrepreneur or Intermediary: The Nature of the Relationship Manager's Job},
  author={Suzanne Iacono and Mani R. Subramani and John C. Henderson},
  booktitle={ICIS},
  year={1995}
}
A new liaison role between Information Systems (IS) and users, the relationship manager (RM), has recently emerged. Accolding to the prescriptive literature, RMs add value by deep understanding of the businesses they serve and technologyleadership. Uttle is known, however, about their actual work practices. Is the RM an intermediary, filtering information and sometimes misinformation, from clients to IS, or do they play more pivotal roles as entrepreneurs and change agents? This article… CONTINUE READING
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