This paper reports two studies that assessed whether the six factors of assertiveness, bargaining, coalition, friendliness, higher authority, and reasoning best represent the domain of influence tactics in India. Data was collected from 281 graduate business students on their lateral influence tactics and value systems, and from 280 managers on their upward influence tactics, their value system...

Theoretical and practical knowledge of the important role of social influence tactics as a managerial tool used by system implementers to persuade individuals to make use of an information system (IS) is very limited. I integrate elements from the theory of interpersonal influence and leadership with the theory of attitude change and innovation implementation to investigate the role of various ...

We begin with a review of the upward influence literature. Within the past decade, organizational theory and research have made substantial contributions to our understanding of the upward influence process in organizations. Conspicuously missing from this research literature is information on the relationship between the use of upward influence tactics to gender, Age and type of Industry. The ...

The paper describes TACTICS, the model and a modelbased tool capable of supporting a wide range of design decisions and providing assistance in the design process. The TACTICS tool automatically generates a user interface for an application and assists in refining it and in detecting and resolving design inconsistencies. The TACTICS model of human-computer interaction integrates a compositional...

Effective support for custom proof automation is essential for largescale interactive proof development. However, existing languages for automation via tactics either (a) provide no way to specify the behavior of tactics within the base logic of the accompanying theorem prover, or (b) rely on advanced type-theoretic machinery that is not easily integrated into established theorem provers. We pr...