Persuasion and management support for IT projects

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题名:	Persuasion and management support for IT projects
作者:	王存國;Liu, Gloria H.W.;Wang, Eric T.G.;Chua, Cecil E.H.
贡献者:	管理學院資訊管理學系
关键词:	Cognition & reasoning;Cognitive involvement;Effectiveness studies;Emotional involvement;Emotions;Information technology;IT project;Management;Management support;Organization theory;Organizational behavior;Persuasion behavior
日期:	2015-08-01
上传时间:	2026-04-23 13:48:43 (UTC+8)
出版者:	Elsevier BV;Kidlington: Elsevier Ltd
摘要:	摘要： This study assesses the effectiveness of an IT project team's direct persuasion behaviors in obtaining management support. The literature typically suggests that obtaining management support is critical for IT project success. The literature also generally prescribes cognition-based approaches to obtaining such support, ignoring the potential effect of emotion on influencing management. We employ organizational influence theory to identify direct persuasion strategies and posit that both cognitive involvement and emotional involvement mediate the effectiveness of influence strategies on management support. Our argument was tested on a survey of non-MIS managers who recently undertook large IT projects. Our results demonstrate the effectiveness of two persuasion behaviors applied by the project team to obtain management support. Both persuasion behaviors encourage management support by increasing management's cognitive and emotional involvement in the project. We find that emotional involvement has a stronger effect than cognitive involvement on management support. Important implications for theory and practice are discussed. •We undertake a survey study to examine an IT project team's persuasion behaviors.•We use organizational influence theory to identify direct persuasion strategies.•Effectiveness of two persuasion strategies on management support is demonstrated. 出版者： Kidlington: Elsevier Ltd 出版日期： 2015-08-01 出處： International journal of project management, 2015-08, Vol.33 (6), p.1249-1261 資源來源： Elsevier ScienceDirect Journals Complete 版權： 2015 Elsevier Ltd and International Project Management Association 版權： Copyright Elsevier Science Ltd. Aug 2015 識別號： ISSN: 0263-7863 識別號： EISSN: 1873-4634 識別號： DOI: 10.1016/j.ijproman.2015.03.009
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