THE SPONSOR-ADOPTER GAP - DIFFERENCES BETWEEN PROMOTERS AND POTENTIALUSERS OF INFORMATION-SYSTEMS THAT LINK ORGANIZATIONS

The success of interorganizational systems depends on the adoption and use of these systems. This paper suggests that one barrier to success ful implementation concerns differences between sponsors (or promoters ) and potential adopters (or intended users) which can delay and inhib it initial uptake of interorganizational systems. The concept of a spo nsor-adopter gap is described, reasons for its existence are derived f rom innovation literature and ways of bridging the gap are presented. Case examples are used to help illustrate the discussion. It is argued that marketing by the sponsor and peer communication among potential adopters can help overcome the sponsor-adopter gap.