While the Request for Proposal (RFP) process is recognized as highly challenging, little research directly investigates the dynamics of this process. This paper studies the question of how clients make sense of their requirements while managing the RFP process through a longitudinal case study....

Using an in-depth longitudinal interpretive case study of an EMR system implementation project, our study shows that the emergence of hybrid practices followed a trajectory marked by two distinct organizational strategies: resistance and cooperation to build hybrid logic. While extant research...