ISOMORPHIC DECISION MAKING FOR ERP IMPLANTATION: A STUDY OF MULTIPLE CASES

Abstract

As higher levels of efficiency and quality are required for organizations to reduce costs or to increase revenue, the intensive use of Information System is among the instruments used, especially the most popular of them, ERP - Enterprise Resource Planning. The aim of this paper is to describe and analyze, by using elements from the institutional approach, the way organizations decide on the deployment of this system and lead the process of selecting suppliers. The methodology was a descriptive qualitative multiple case study, contrasting with document analysis and participant observation – during 2005 and 2006 –, mainly in meetings with some potential suppliers of these organizations, and throughout all the phases of the selection process: initial contacting, ERPs lifting grip, technical demonstration, presentation of a commercial proposal and the final negotiation. The conclusion is that the surveyed organizations are under institutional pressure from the environment in varying degrees, when faced with decisions concerning vendor selections and project implementation.