Organizational power and the information services department: a reexamination
Communications of the ACM
An empirical study of the impact of user involvement on system usage and information satisfaction
Communications of the ACM - The MIT Press scientific computation series
Development of computer-based information systems: A communication framework
ACM SIGMIS Database
Successful application of communication techniques to improve the systems development process
Information and Management
Power over users: its exercise by system professionals
Communications of the ACM
Organizational power and the information services department
Communications of the ACM
A matter of perspective: the role of casual attribution in the assessment of user-system outcomes
Advanced topics in end user computing
Advanced topics in end user computing
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Organizational behavior researchers recognize that an individual's effectiveness in an organization is likely to depend significantly upon his/her ability to influence or persuade others in order to accomplish assigned tasks. The ability to influence or persuade users to cooperate or comply with requests is likely to be important for systems developers as well. Based on organizational behavior literature, this article proposes assertiveness, reason, appeal to higher authority, coalition, bargaining, and friendliness as the relevent persuasion strategies in the user-analyst context.