“Convincing top management of the strategic potential of information systems"
Management Information Systems Quarterly
Understanding the CEO/CIO relationship
MIS Quarterly
Shaping the future: business design through information technology
Shaping the future: business design through information technology
SIGCPR '99 Proceedings of the 1999 ACM SIGCPR conference on Computer personnel research
Information systems and organizational change
Communications of the ACM
Information Systems Research
Influence of experience on personal computer utilization: testing a conceptual model
Journal of Management Information Systems
IT valuation in turbulent times
The Journal of Strategic Information Systems
The Sarbanes-Oxley Act and the changing role of the CIO and IT function
International Journal of Business Information Systems
CIO roles and responsibilities: Twenty-five years of evolution and change
Information and Management
IT leadership from a problem solving perspective
Information Technology and Management
A model and empirical test of information technology strategy success
International Journal of Information Systems and Change Management
Information systems strategy: Past, present, future?
The Journal of Strategic Information Systems
| Hi-index | 0.00 |
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.