Working Papers on Information Systems ISSN 1535-6078 Aspects of Information Strategy Formulation for Customer Orientation

Economic transactions are vulnerable to the hazards of both bounded rationality and opportunistic behaviour. These hazards are encountered in the form of information problems that have to be dealt with before, during and after the agreement on a transaction. The three information problems discussed in this paper can be exploited by either of the parties involved in the transaction for strategic purposes. Information strategy is then described as the way organizations deal with these information problems. This research analyses what aspects customer-oriented organizations can take into account when formulating an information strategy