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MIS literature has recognized the importance of user-analyst interaction for the systems design and implementation process. This paper discusses the role of influence tactics employed by systems developers in the context of usar-developer interaction. Systems developers need to obtain user cooperation and compliance in various phases of implementation. The approach adopted by developers in persuading users is likety to have a bearing on the success of influence attempts. Therefore, the study of influence tactics shoutd improve our understanding of the influence process and may lead to suitable guidelines for systems developers as well as for their training and development. Based on organizational behavior literature, this paper proposes assertiveness, reason, appeal to higher authority, coalition, bargaining, and friendliness as the relevant influence strategies in the MIS context. Some research questions are presented to guide future research in this area. The paper concludes with a discussion of the likely relationship of influence tactics research with other approaches adopted by user-ana[yst interaction researchers.

Influencing users to obtain cooperation and compliance in the context of systems design and implementation