Information Technology at Rosenbluth Travel: Competitive Advantage in a Rapidly Growing Global Service Company.

Author List: Clemons, Eric K.; Row, Michael C.;
Journal of Management Information Systems, 1991, Volume 8, Issue 2, Page 53-79.
Over the past ten years, Rosenbluth Travel has grown from a regional travel agency with $40 million in annual sales to one of the five largest travel agencies in the United States, with sales of $1.3 billion. Their strategy was based on exploiting the structural changes initiated by airline deregulation in 1978, including growth of the corporate travel market and increasing economies of scale leading to consolidation. Information technology (IT) was a fundamental part of this strategy. The case sheds light on several theories on gaining competitive advantage through IT; these theories feature technology leadership, leveraging critical resources, the role of IT infrastructure, and switching costs. While these theories contribute to an explanation of Rosenbluth's success, a critical factor appears to be the vision to see an opportunity and the ability to hustle to exploit it.
Keywords: BUSINESS HISTORY; COMPETITIVE ADVANTAGE; INFORMATION TECHNOLOGY; Strategic Information Systems
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#123 0.158 information strategy strategic technology management systems competitive executives role cio chief senior executive cios sis support organization officer position ceos
#23 0.133 channel distribution demand channels sales products long travel tail new multichannel available product implications strategy allows internet revenue technologies times
#36 0.132 competitive advantage strategic systems information sustainable sustainability dynamic opportunities capabilities environments environmental turbulence turbulent dynamics key quest create sustained ability
#182 0.118 percent sales average economic growth increasing total using number million percentage evidence analyze approximately does business flow annual book daily
#162 0.101 structural modeling scale equation implications economies large future framework perspective propose broad scope resulting identified leading analyzed second interviews analysis
#163 0.068 critical realism theory case study context affordances activity causal key identifies evolutionary history generative paper events lead mechanisms evolution change
#16 0.063 infrastructure information flexibility new paper technology building infrastructures flexible development human creating provide despite challenge possible resources specific advances developing