Abstract
Our objective is to understand the perceptions of the Brazilian executives about the CSFs to achieve superior organizational performance. We defined a qualitative and quantitative design composed of an Analytic Hierarchy Process and Content Analysis methods. We identified that Marketing and Innovation are the most important CSFs and the interviewed executives suggested three additional factors, i.e., Investment in Startups, Digital Marketing and National Culture, that were not previously identified in the literature review. We highlight the availability of a new framework of CSFs based on different sources and in-depth interviews with Information Technology (IT) executives. Our study also contributes to an overview of CSFs in the Brazilian IT industry.
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