Effect of bargaining in electronic commerce

International Journal of Electronic Commerce

Volumn 4, Issue 3, 2000, Pages 23-43

  Liang, Ting Peng ^a   Doong, Her Sen ^a  

^a NONE

Author keywords

Electronic commerce; Intelligent agents; Price bargaining

Indexed keywords

EID: 0002827706     PISSN: 10864415     EISSN: None     Source Type: Journal    
DOI: 10.1080/10864415.2000.11518370     Document Type: Article

References (62)

1. Arndt, J. Toward a concept of domesticated markets. Journal of Marketing 43 (fall 1979), 69-75.
2. Barry, B., and Oliver, R. Affect in dyadic negotiation: A model and propositions. Organizational Behavior and Human Decision Processes, 67, 2 (August 1996), 127-143.
3. Bartos, O.J. How predictable are negotiations? Journal of Conflict Resolution, 11 (1967), 481-496.
4. Benbasat, I., and Dexter, A.S. An experimental evaluation of graphical and color-enhanced information presentation. Management Science, 31, 11 (November 1985), 1348-1364.
5. Bollen, K.A. Structure Equations with Latent Variables. New York: John Wiley, 1989.
6. Bruggen, G.H.; Smidts, A.; and Wierenga, B. Improving decision making by mean of a marketing decision support system. Management Science, 44, 5 (May 1998), 545-658.
7. Cacioppo, J.T., and Petty, R.E. The need for cognition. Journal of Personality and Social Psychology, 42 (January 1982), 116-131.
8. Chaiken, S. Heuristic versus systematic information processing and the use of source versus message cues in persuasion. Journal of Personality and Social Psychology, 39 (1980) 752-766.
9. Chaiken, S. The heuristic model of persuasion. In M.P. Zanna, J.M. Olson, and C.P. Herman (eds.), Social Influence: The Ontario Symposium, 5 (1987), 3-39.
10. Chaiken, S.; Liberman, A.; and Eagly, A.H. Heuristic and systematic information processing within and beyond the persuasion context. In J.S. Uleman and J.A. Bargh (eds.), Unintended Thought. New York: Guilford Press, 1989, pp. 212-252.
11. Cole, C.A., and Gaeth, G.J. Cognitive and age-related differences in the ability to use nutritional information in a complex environment. Journal of Marketing Research, 27 (May 1990), 175-185.
12. Compeau, D.R., and Higgins, C. A. Computer self-efficacy: Development of a measure and initial test. MIS Quarterly, 19, 2 (June 1995), 189-212.
13. Darke, P.R., and Freedman, J.L. Deciding whether to seek a bargain: Effects of both amount and percentage off. Journal of Applied Psychology, 78, 6 (1993), 960-965.
14. Darke, P.R., and Freedman, J.L. Nonfinancial motives and bargain hunting. Journal of Applied Social Psychology, 25, 18 (1995), 1597-1610.
15. Darke, P.R.; Freedman, J.L.; and Chaiken, S. Percentage discounts, initial price, and bargain hunting: A heuristic-systematic approach to price search behavior. Journal of Applied Psychology, 80, 5 (1995), 580-586.
16. Doll, W.J., and Torkzadeh, G. The measurement of end-user computing satisfaction. MIS Quarterly (June 1988), 259-274.
17. Dorris, J.W. Reactions to unconditional cooperation: A field study. Journal of Personality and Social Psychology, 22 (1972), 387-397.
18. Epstein, S.; Pacini, R.; and Denes-Raj, V. Individual differences in intuititive-experiential and analytical-rational thinking styles. Journal of Personality and Social Psychology, 71, 2 (1996), 390-405.
19. Fouraker, L.E., and Siegel, S. Bargaining Behavior. New York: McGraw-Hill, 1963.
20. Galbraith, S., and Stephenson, H.B. Decision rules used by male and female business students in making ethical value judgements: Another look. Journal of Business Ethics, 8 (1993), 234-238.
21. Hammer, W.C., and Clay, G.A. The Economics of Bargaining. Athens: University of Georgia Press, 1969.
22. Hammer, W.C. Effects of bargaining strategy and pressure to reach agreement in a stalemated negotiation. Journal of Personality and Social Psychology, 30 (1974), 458-467.
23. Harnett, D.L., and Cummings, L.L. Bargaining Behavior: An International Study. Houston, TX: Dame Publications, 1980.
24. Henderson, J.C., and Nutt, P.C. The influence of decision style on decision making behavior. Management Science, 26, 4 (April 1980), 371-386.
25. Huber, G.P. Cognitive style as a basis for MIS and DSS designs: Much ado about nothing? Management Science, 29, 5 (May 1983), 567-579.
26. Huysmans, J.H. The effectiveness of the cognitive-style constraint in implementing operations research proposals. Management Science, 17, 1 (September 1970), 92-104.
27. Ives B.; Olson, M.; and Baroudi, S. The measurement of user information satisfaction. In Communications of the ACM, 2, 10 (October 1983), 785-793.
28. Kahneman, D., and Tversky, A. Choices, values, and frames. American Psychologist, 39 (1984), 341-350.
29. Kahneman, D., and Tversky, A. Prospect theory: An analysis of decision under risk. Econometrica, 47, 2 (1979), 263-291.
30. Kalakota, R., and Whiston, A., Frontiers of Electronic Commerce. Reading, MA: Addison-Wesley, 1996.
31. Kerlinger, F.N. Foundations of Behavioral Research. New York: McGraw-Hill, 1978.
32. Komorita, S.S., and Barnes, A.R. Bargaining and concession-making under bilateral monopoly. Journal of Personality and Social Psychology, 9 (1968), 15-20.
33. Lusk, E.J., and Kersnick, M. The effect of cognitive style and report format on task performance: The MIS design consequences. Management Science, 25, 8 (August 1979), 787-798.
34. Maes, P.; Guttman, R.H.; and Moukas, A.G. Agents that buy and sell. In Communications of the ACM, 42, 3 (1999), 81-91.
35. Maheswaran, D., and Chaiken, S. Promoting systematic processing in low-motivation settings: Effect of incongruent information on processing and judgment. Journal of Personality and Social Psychology, 61 (1991), 13-25.
36. Marakas, G.M.; Mun, Y.Y.; and Johnson, R.D. The multilevel and multifaceted character of computer self-efficacy: Toward clarification of the construct and an integrative framework for research. Information Systems Research, 9, 2 (June 1998), 126-164.
37. Oliver, J.R. A machine-learning approach to automated negotiation and prospects for electronic commerce. Journal of Management Information Systems, 13, 3 (winter 1996), 83-112.
38. Osgood, C.E. An Alternative to War and Surrender. Urbana: University of Illinois Press, 1962.
39. Powell M., and Ansic, D. Gender difference in risk behavior in financial decision-making: An experimental analysis. Journal of Economic Psychology, 18, 6 (November 1997), 605-628.
40. Quails, W.J. Household decision behavior: The impact of husbands' and wives' sex role orientation. Journal of Consumer Research, 14, 2 (September 1987), 264-279.
41. Raiffa, H. The Art and Science of Negotiation. Cambridge, MA: Belknap Press, 1982.
42. Rangaswamy, A., and Shell, G.R. Using computers to realize joint gains in negotiations: Toward an electronic bargaining table. Management Science, 43, 8 (August 1997), 1147-1163.
43. Ratneshwar, S., and Chaiken, S. Comprehension's role in persuasion: The case of its moderating effect on the persuasive impact of source cues. Journal of Consumer Research, 18 (1991), 52-62.
44. Roth, A.E.; Murnighan, K.; and Schoumaker, F. The deadline effect in bargaining: Some experimental evidence. American Economic Review, 78, 4 (September 1988), 806-839.
45. Rubin, J.Z., and Brown, B.R. The Social Psychology of Bargaining and Negotiation. New York: Academic Press, 1975.
46. Russell, T., and Thaler, R. The relevance of quasi-rationality in competitive markets. American Economic Review, 75 (1985), 1071-1082.
47. Sandholm, T. Automated negotiation. Communications of the ACM, 42, 3 (1999), 84-85.
48. Schelling, T. The Strategy of Conflict. Cambridge, MA: Harvard University Press, 1960.
49. Siegel, S., and Fouraker, L.F. Bargaining and Group Decision Making. New York: McGraw-Hill, 1960.
50. Simon, H.A. A behavioral model of rational choice. Quarterly Journal of Economics, 69 (1955), 99-118.
51. Simon, H.A. Rationality in psychology and economics. Journal of Business, 59 (1986), 209-224.
52. Simon, H.A. Models of Bounded Rationality: vol. 2, Behavioral Economics and Business Organization. Cambridge, MA: MIT Press, 1982.
53. Stigler, G.J. The economics of information. Journal of Political Economy, 69 (1961), 213-225.
54. Thaler, R. Mental accounting and consumer choice. Marketing Science, 4 (1985), 199-214.
55. Thaler, R. Toward a positive theory of consumer choice. Journal of Economic Behavior and Organization, 1 (1980), 39-60.
56. Tversky, A., and Kahneman, D. Judgment under uncertainty: Heuristic biases. Science, 185 (1974), 1124-1131.
57. Tversky, A., and Kahneman, D. Rational choice and the framing of decisions. Journal of Business, 59 (1986), 251-277.
58. Tversky, A., and Kahneman, D. The framing of decisions and the psychology of choice. Science, 211 (1981), 251-277.
59. Viswanathan, M. Measurement of individual differences in preference tor numerical information. Journal of Applied Psychology, 78, 5 (1993), 741-752.
60. Webster, J., and Martocchio, J.J. Microcomputer playfulness: Development of a measure with workplace implications. MIS Quarterly, 16, 2 (June 1992), 201-226.
61. Winer, R.S. Behavioral perspective on pricing: Buyers' subjective perceptions of price revisited. In T. Devinney (ed.), Issues in Pricing: Theory and Research. Lexington, MA: Lexington Book Co., 1988.
62. Witkin, H.A.; Oltman, P.K.; Raskin, E.; and Karp, S.A. A Manual for the Embedded Figures Tests. Palo Alto, CA: Consulting Psychologists Press, 1971.