Other Computer Sciences Commons^™

Cio Lateral Influence Behaviors: Gaining Peers' Commitment To Strategic Information Systems, Harvey Enns, Sid L. Huff, Christopher A. Higgins

MIS/OM/DS Faculty Publications

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 …