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• W2210363250 abstract "Information Technology outsourcing contracts are plagued by inflexibility. We develop an economic model to explain how the contract negotiator's incentives influence contract flexibility. We show that neither wage nor one-time commission type pay gives any preference for flexibility. However, a promotion incentive, where the bonus is an ongoing bonus, does give the negotiator a preference for less flexible contracts. The preference for less flexible contracts increases as the discount rate increases. The preference for less flexible contracts increases as the number of competitors for the promotion increases. Copyright © 2015 John Wiley & Sons, Ltd." @default.
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• W2210363250 date "2015-11-20" @default.
• W2210363250 modified "2023-09-27" @default.
• W2210363250 title "IT Contract Flexibility and Negotiator Incentives" @default.
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• W2210363250 doi "https://doi.org/10.1002/mde.2776" @default.
• W2210363250 hasPublicationYear "2015" @default.
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