CIO LATERAL INFLUENCE BEHAVIORS: GAINING PEERS' COMMITMENT TO STRATEGIC INFORMATION SYSTEMS.

Author List: Enns, Harvey G.; Huff, Sid L.; Higgins, Christopher A.;
MIS Quarterly, 2003, Volume 27, Issue 1, Page 155-176.
In order to develop and bring to fruition strategic information systems (SIS) projects, chief information officers (CIOs) must be able to effectively influence their peers. This research examines the relationship between CIO influence behaviors and the successfulness of influence outcomes, utilizing a revised model initially developed by Yukl (1994). Focused interviews were first conducted with CIOs and their peers to gain insights into the phenomenon. A survey instrument was then developed and distributed to a sample of CIO and peer executive pairs to gather data with which to test a research model. A total of 69 pairs of surveys were eventually used for data analysis. The research model was found to be generally meaningful in the CIO-top management context. Furthermore, the influence behaviors rational persuasion and personal appeal exhibited significant relationships with peer commitment, whereas exchange and pressure were significantly related to peer resistance. These results provide useful guidance to CIOs who wish to propose strategic information systems to peers.
Keywords: Chief information officers; influence; influence behaviors; Information Systems; PLS; Language of Keywords: English; French
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#123 0.303 information strategy strategic technology management systems competitive executives role cio chief senior executive cios sis support organization officer position ceos
#108 0.219 model research data results study using theoretical influence findings theory support implications test collected tested based empirical empirically context paper
#228 0.147 internet peer used access web influence traditional fraud world ecology services impact cases wide home studies addition choice 2008 telephone
#104 0.066 action research engagement principles model literature actions focus provides developed process emerging establish field build guidance known project elements insights
#75 0.061 behavior behaviors behavioral study individuals affect model outcomes psychological individual responses negative influence explain hypotheses expected theories consequences impact theory
#162 0.057 structural modeling scale equation implications economies large future framework perspective propose broad scope resulting identified leading analyzed second interviews analysis