Do you see what I see? The search for consensus among executives’ perceptions of IT business value

Since firms rarely collect data on the precise economic or financial impacts of information technology (IT), perceptions play a key role in assessing IT impacts. To the extent that executives in the same firm evaluate IT impacts similarly, it can be easier to approve future IT investments or to initiate corrective action for failing IT investments. In this study, we use distributed sensemaking theory to investigate the conditions under which executives will reach a consensus as to the extent and locus of firm and process‐level IT impacts in their firm. Using data from surveys of 133 top‐level business executives in 13 firms, we show that consensus is a function of CIO‐led sensegiving in the form of IT promotion, CIO leadership, information systems (IS) engagement with end users, and IS‐business communications. The absence of consensus – discord – suggests IS disengagement, a lack of effective CIO leadership, weak IT‐business communications, and ineffective promotion of the role of IT. Sensegiving does not mean telling executives what to think about IT but rather how to think about IT and its impacts at various points within the firm. Whether IT impacts are rated high or low, efforts to create increased consensus among executives can greatly enhance value from IT.