{"id":"https://openalex.org/W2902861964","doi":null,"title":"How CIOs Can Effectively Use Influence Behaviors","display_name":"How CIOs Can Effectively Use Influence Behaviors","publication_year":2007,"publication_date":"2007-01-01","ids":{"openalex":"https://openalex.org/W2902861964","mag":"2902861964"},"language":"en","primary_location":{"id":"pmh:oai:aisel.aisnet.org:misqe-1097","doi":null,"is_oa":false,"landing_page_url":"https://aisel.aisnet.org/cgi/viewcontent.cgi?article=1097&context=misqe","pdf_url":null,"source":{"id":"https://openalex.org/S30879505","display_name":"Journal of the Association for Information Systems","issn_l":"1536-9323","issn":["1536-9323"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-scientific","cwts-core","dongbi-a","fnege-1","jufo-3","norway-2","poland-140","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310321080","host_organization_name":"Association for Information Systems","host_organization_lineage":["https://openalex.org/P4310321080"],"host_organization_lineage_names":["Association for Information Systems"],"type":"journal"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"MIS Quarterly Executive","raw_type":"text"},"volume":null,"type":"article","indexed_in":[],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5113490439","display_name":"Harvey G. Enns","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Harvey G. Enns","raw_affiliation_strings":[],"raw_orcid":null,"affiliations":[]},{"author_position":"middle","author":{"id":"https://openalex.org/A5078877082","display_name":"Dean B. McFarlin","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Dean B. McFarlin","raw_affiliation_strings":[],"raw_orcid":null,"affiliations":[]},{"author_position":"last","author":{"id":"https://openalex.org/A5113478799","display_name":"Sid L. Huff","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Sid L. Huff","raw_affiliation_strings":[],"raw_orcid":null,"affiliations":[]}],"institutions":[],"countries_distinct_count":0,"institutions_distinct_count":0,"corresponding_author_ids":[],"corresponding_institution_ids":[],"apc_list":null,"apc_paid":null,"fwci":4.3194,"has_fulltext":false,"cited_by_count":22,"citation_normalized_percentile":{"value":0.93880901,"is_in_top_1_percent":false,"is_in_top_10_percent":true},"cited_by_percentile_year":{"min":89,"max":98},"biblio":{"volume":"6","issue":"1","first_page":"29","last_page":"38"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T11572","display_name":"Information Technology Governance and Strategy","score":0.8095999956130981,"subfield":{"id":"https://openalex.org/subfields/1404","display_name":"Management Information Systems"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T11572","display_name":"Information Technology Governance and Strategy","score":0.8095999956130981,"subfield":{"id":"https://openalex.org/subfields/1404","display_name":"Management Information Systems"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T12751","display_name":"Leadership and Management in Organizations","score":0.08630000054836273,"subfield":{"id":"https://openalex.org/subfields/1408","display_name":"Strategy and Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T13034","display_name":"Information Systems Education and Curriculum Development","score":0.019999999552965164,"subfield":{"id":"https://openalex.org/subfields/1710","display_name":"Information Systems"},"field":{"id":"https://openalex.org/fields/17","display_name":"Computer Science"},"domain":{"id":"https://openalex.org/domains/3","display_name":"Physical Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/chief-information-officer","display_name":"chief information officer","score":0.9810000061988831},{"id":"https://openalex.org/keywords/persuasion","display_name":"persuasion","score":0.574999988079071},{"id":"https://openalex.org/keywords/top-management","display_name":"top management","score":0.6299999952316284},{"id":"https://openalex.org/keywords/rational-persuasion","display_name":"rational persuasion","score":0.609000027179718},{"id":"https://openalex.org/keywords/inspirational-appeal","display_name":"inspirational appeal","score":0.8820000290870667},{"id":"https://openalex.org/keywords/ingratiation","display_name":"ingratiation","score":0.7250000238418579},{"id":"https://openalex.org/keywords/coalitions","display_name":"coalitions","score":0.4909999966621399},{"id":"https://openalex.org/keywords/consultation","display_name":"consultation","score":0.5199999809265137},{"id":"https://openalex.org/keywords/strategic-initiatives","display_name":"strategic initiatives","score":0.49000000953674316},{"id":"https://openalex.org/keywords/cio-leadership","display_name":"CIO leadership","score":0.4009999930858612},{"id":"https://openalex.org/keywords/organizational-impact","display_name":"organizational impact","score":0.3149999976158142}],"concepts":[{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.5145149230957031},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.4226170480251312},{"id":"https://openalex.org/C195094911","wikidata":"https://www.wikidata.org/wiki/Q14167904","display_name":"Process management","level":1,"score":0.3243657946586609}],"mesh":[],"locations_count":2,"locations":[{"id":"pmh:oai:aisel.aisnet.org:misqe-1097","doi":null,"is_oa":false,"landing_page_url":"https://aisel.aisnet.org/cgi/viewcontent.cgi?article=1097&context=misqe","pdf_url":null,"source":{"id":"https://openalex.org/S30879505","display_name":"Journal of the Association for Information Systems","issn_l":"1536-9323","issn":["1536-9323"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-scientific","cwts-core","dongbi-a","fnege-1","jufo-3","norway-2","poland-140","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310321080","host_organization_name":"Association for Information Systems","host_organization_lineage":["https://openalex.org/P4310321080"],"host_organization_lineage_names":["Association for Information Systems"],"type":"journal"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"MIS Quarterly Executive","raw_type":"text"},{"id":"mag:2902861964","doi":null,"is_oa":false,"landing_page_url":"http://dblp.uni-trier.de/db/journals/misqe/misqe6.html#EnnsMH07","pdf_url":null,"source":{"id":"https://openalex.org/S48312676","display_name":"MIS Quarterly Executive","issn_l":"1540-1960","issn":["1540-1960","1540-1979"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a","anvur-scientific","cwts-core","erih-plus","fnege-3","jufo-2","norway-1","poland-140","russia-white-list-1"],"host_organization":"https://openalex.org/P4310319732","host_organization_name":"Indiana University Press","host_organization_lineage":["https://openalex.org/P4310319732"],"host_organization_lineage_names":["Indiana University Press"],"type":"journal"},"license":null,"license_id":null,"version":null,"is_accepted":false,"is_published":false,"raw_source_name":"MIS Quarterly Executive","raw_type":null}],"best_oa_location":null,"sustainable_development_goals":[],"sustainable_development_goals_aurora":[],"study_designs":[],"awards":[],"funders":[],"has_content":{"pdf":false,"grobid_xml":false},"content_urls":null,"referenced_works_count":0,"referenced_works":[],"related_works":["https://openalex.org/W1503745102","https://openalex.org/W1638300701","https://openalex.org/W3043875239","https://openalex.org/W1490365221","https://openalex.org/W2118799780","https://openalex.org/W1974501264","https://openalex.org/W2476253609","https://openalex.org/W2154019985","https://openalex.org/W838831749","https://openalex.org/W3008973916"],"abstract_inverted_index":{"\"To":[0],"accomplish":[1],"their":[2,11,57],"objectives,":[3],"Chief":[4],"Information":[5],"Officers":[6],"(CIOs)":[7],"must":[8],"rely":[9],"on":[10,49],"abilities":[12],"to":[13,43,86,91],"influence":[14,22,44,54,67],"members":[15],"of":[16,21,100,122],"top":[17,123],"management.":[18],"Effective":[19],"use":[20,59],"behaviors":[23,55],"can":[24],"make":[25],"the":[26,50,101,113,132],"difference":[27],"between":[28],"successful":[29,32],"and":[30,56,93,130],"less":[31],"CIOs.":[33,61],"But":[34],"aspiring":[35],"senior":[36],"managers":[37],"are":[38,103],"rarely":[39],"formally":[40],"taught":[41],"how":[42],"others.":[45],"They":[46],"learn":[47],"informally":[48],"job.This":[51],"article":[52,97],"explores":[53],"appropriate":[58],"by":[60],"It":[62],"first":[63],"describes":[64],"11":[65,102],"common":[66],"behaviors\u2014rational":[68],"persuasion":[69],"(logical":[70],"arguments),":[71],"apprising":[72],"(emphasizing":[73],"expected":[74],"benefits),":[75],"inspirational":[76],"appeal,":[77,81],"consultation,":[78],"collaboration,":[79],"personal":[80],"ingratiation,":[82],"exchange,":[83],"legitimating":[84],"(connected":[85],"precedent),":[87],"coalition":[88],"(asking":[89],"others":[90],"persuade),":[92],"pressure.":[94],"Then":[95],"this":[96],"discusses":[98],"which":[99],"most":[104],"effective":[105],"in":[106],"four":[107],"scenarios":[108],"that":[109],"CIOs":[110],"face:":[111],"when":[112,131],"CIO":[114,133],"is":[115,134],"viewed":[116],"either":[117,136],"as":[118,126],"a":[119,127,137,142],"true":[120],"peer":[121],"management":[124],"or":[125,141],"supportive":[128],"subordinate,":[129],"presenting":[135],"high-stakes":[138],"strategic":[139],"initiative":[140],"lower-stakes":[143],"incremental":[144],"one.\"":[145]},"counts_by_year":[{"year":2024,"cited_by_count":1},{"year":2023,"cited_by_count":1},{"year":2016,"cited_by_count":2},{"year":2013,"cited_by_count":4},{"year":2012,"cited_by_count":4}],"updated_date":"2026-08-21T09:56:20.448147","created_date":"2018-12-11T00:00:00"}