You can't shake hands with clenched fists: Potential effects of trust assessments on the adoption of e-negotiation services

Group Decision and Negotiation

Volumn 17, Issue 2, 2008, Pages 141-155

  Turel, Ofir ^a   Yuan, Yufei ^b  

^a CALIFORNIA STATE UNIVERSITY   (United States)

^b MCMASTER UNIVERSITY   (Canada)

Author keywords

E negotiation; Negotiation; Negotiation support systems; Online negotiations; Technology adoption; Trust

Indexed keywords

EID: 40349091567     PISSN: 09262644     EISSN: 15729907     Source Type: Journal    
DOI: 10.1007/s10726-007-9079-5     Document Type: Article

References (58)

1. Bafoutsou G, Mentzas G (2002) Review of functional classification of collaborative systems. Int J Inf Manage 22(2):281-305
2. Butler JK (1999) Trust expectations, information sharing, climate of trust, and negotiation effectiveness and efficiency. Group Organ Manage 24(2):217-238
3. Chong B (2004) How buyer experience in online auctions affects the dimensionality of trust in sellers: an unexpected finding. Paper presented at the Twenty-fifth international conference on information systems, Washington, DC, USA
4. Chong B, Yang Z, Wong M (2003) Asymmetrical impact of trustworthiness attributes on trust, perceived value and purchase intention: a conceptual framework for cross-cultural study on consumer perception of online auction. Paper presented at the the 5th international conference on Electronic commerce, Pittsburgh, USA (Sept 30-Oct 3)
5. Corritore CL, Kracher B, Wiedenbeck S (2003) On-line trust: concepts, evolving themes, a model. Int J Hum Comput Stud 58(6):737-758
6. Crosby LA, Evans KR, Cowles D (1990) Relationship Quality in Services Selling-an Interpersonal Influence Perspective. J Mark 54(3):68-81
7. Doney PM, Cannon JP (1997) An examination of the nature of trust in buyer-seller relationships. J Mark 61(2):35-51
8. Drolet AL, Morris MW (2000) Rapport in conflict resolution: accounting for how face-to-face contact fosters mutual cooperation in mixed-motive conflicts. J Exp Soc Psychol 36(1):26-50
9. Elofson G (2001) Developing trust with intelligent agents: an exploratory study. In: Castelfranchi C, Tan Y-H (eds) Trust and deception in virtual societies, vol 125-138. Kluwer Academic Publishing, Dordecht, The Netherlands
10. Fishbein M, Ajzen I (1975) Belief, attitude, intention, and behavior: an introduction to theory and research. Addison-Wesley, Reading, MA, USA
11. Gefen D, Karahanna E, Straub DW (2003) Trust and TAM in online shopping: an integrated model. MIS Q 27(1):51-90
12. Hampton-Sosa W, Koufaris M (2005) The effect of web site perceptions on initial trust in the owner company. Int J E Commer 10(1):55-81
13. Jones AJI (2002) On the concept of trust. Decis Support Syst 33(3):225-232
14. Kantowitz BH, Hanowski RJ, Kantowitz SC (1997) Driver acceptance of unreliable traffic information in familiar and unfamiliar settings. Hum Factors 39(2):164-176
15. Katsh E, Rifkin J (2001) Online dispute resolution, 1st edn. Jossey-Bass, New York, NY
16. Kee HW, Knox RE (1970) Conceptual and methodological considerations in the study of trust and suspicion. J Conflict Resolut 14(2):357-366
17. Kersten GE (2002) The science and engineering of e-negotiation: an introduction. Paper presented at the the 36th Hawaii international conference on system sciences (HICSS' 03), Hawaii, USA
18. Kersten GE (2004) E-negotiation systems: Interaction of people and technologies to resolve conflicts. Paper presented at the InterNeg International Seminar: markets, negotiations and dispute resolution in new economy, Montreal, Canada (October 12-13)
19. Kimmel MJ, Pruitt DG, Magenau JM, Konargoldband E, Carnevale PJD (1980) Effects of Trust, Aspiration, and Gender on Negotiation Tactics. J Pers Soc Psychol 38(1):9-22
20. Kirk T (2005) Personal communication regarding the adoption of e-customer services. Ottawa, ON, Canada
21. Koufaris M, Hampton-Sosa W (2004) The development of initial trust in an online company by new customers. Inf Manage 41(3):377-397
22. Kramer RM (1994) The Sinister attribution error-paranoid cognition and collective distrust in organizations. Motiv Emot 18(2):199-230
23. Kuan H-H, Bock G-W (Forthcoming) Trust transference in brick and click retailers: an investigation of the before-online-visit phase. Information & Management
24. Lee J, Moray N (1992) Trust, control strategies and allocation of function in human machine systems. Ergonomics 35(10):1243-1270
25. Legris P, Ingham J, Collerette P (2003) Why do people use information technology? A critical review of the technology acceptance model. Inf Manage 40(3):191-204
26. Lim L-H, Benbasat I (1993) A theoretical perspective of negotiation support systems. J Manage Inf Syst 9(3):27-45
27. Lindskold S, Han G (1988) Grit as a foundation for Integrative bargaining. Pers Soc Psychol Bull 14(2):335-345
28. Lisco CC (2005) Personal communication regarding the adoption of e-customer services. San Francisco, CA, USA
29. Mayer RC, Davis JH, Schoorman FD (1995) An integration model of organizational trust. Acad Manage Rev 20(3):707-734
30. McKnight DH, Choudhury V, Kacmar C (2002a) Developing and validating trust measures for e-commerce: an integrative typology. Inf Syst Res 13(3):334-359
31. McKnight DH, Choudhury V, Kacmar C (2002b) The impact of initial consumer trust on intentions to transact with a web site: a trust building model. J Strateg Inf Syst 11(3-4):297-323
32. Olson JS, Olson GM (2000) I2i trust in e-commerce. Commun ACM 43(12):41-44
33. Parks CD, Hulbert LG (1995) High and low trusters responses to fear in a payoff matrix. J Conflict Resolut 39(4):718-730
34. Pavlou PA, Gefen D (2004) Building effective online marketplaces with institution-based trust. Inf Syst Res 15(1):37-59
35. Payne RL, Clark MC (2003) Dispositional and situational determinants of trust in two types of managers. Int J Hum Resour Manage 14(1):128-138
36. Pennington R, Wilcox HD, Grover V (2003) The role of system trust in business-to-consumer transactions. J Manage Inf Syst 20(3):197-226
37. Raiffa H (1982) The art and science of negotiation. The Belknap Press of Harvard University Press, Cambridge, MA, USA
38. Rempel JK, Holmes JG, Zanna MP (1985) Trust in close relationships. J Pers Soc Psychol 49(1):95-112
39. Riegelsberger J, Sasse MA, McCarthy JD (2003) The researcher's dilemma: evaluating trust in computer-mediated communication. Int J Hum Comput Stud 58(6):759-781
40. Ross L, Ward A (1995) Psychological barriers in dispute resolution. In: Zanna MP (ed) Advances in experimental social psychology, vol 27. Academic Press, San Diego, CA, USA, pp 255-304
41. Ross W, LaCroix J (1996) Multiple meanings of trust in negotiation theory and research: a literature review and integrative model. Int J Conflict Manage 7(4):314-360
42. Ross W, Wieland C (1996) Effects of interpersonal trust and time pressure on managerial mediation strategy in a simulated organizational dispute. J Appl Psychol 81(3):228-248
43. Salem RA (1993) The Interim guidelines need a broader perspective. Negot J Process Dispute Settlement 9(4):309-312
44. Shell GR (1991) Opportunism and trust in the negotiation of commercial contracts - toward a new cause of action. Vanderbilt Law Review 44(2):221-282
45. Stewart KJ (2003) Trust transfer on the World Wide Web. Organ Sci 14(1):5-17
46. Strader TJ, Ramaswami SN (2002) The value of seller trustworthiness in C2C online markets. Commun Acm 45(12):45-49
47. Terry S (1987) Conciliation: responses to the emotional content of disputes. Mediation Q 16(1):45-57
48. Turel O, Yuan Y (2005a) A critical review of NSS research: new directions. Paper presented at the the joint conference of the INFORMS section on group decision and negotiation and the EURO working group on group decision support systems (GDN), Vienna, Austria
49. Turel O, Yuan Y (2005b) Online negotiation services: benefits and challenges of users and service providers. Journal of Alternative Dispute Resolution, October:62-77
50. Turel O, Serenko A, Boutis N (2007) User acceptance of wireless short messaging services: Deconstructing received value. Inform Manage 44(1):63-73
51. Turel O, Yuan Y (Forthcoming). User acceptance of web-based negotiation support systems: the role of perceived intention of the negotiating partner to negotiate online. Group Decision and Negotiation
52. Uzzi B (1996) The sources and consequences of embeddedness for the economic performance of organizations: the network effect. Am Sociol Rev 61(4):674-698
53. Waern Y, Hagglund S, Lowgren J, Rankin I, Sokolnicki T, Steinemann A (1992) Communication knowledge for knowledge communication. Int J Man Mach Stud 37(2):215-239
54. Wrightsman LS (1991) Interpersonal trust and attitudes toward human nature. In: Robinson PR, Shaver PR, Wrightsman LS (eds) Measures of personality and social psychological attitudes, vol 1. Academic Press, San Diego, CA, USA
55. Young OR (1975) Strategic interaction and bargaining. In: Young OR (ed) Bargaining: formal theories of negotiation. University of Illinois Press, Urbana, Illinois, USA
56. Yu J, Ha I, Choi M, Rho J (2005) Extending the TAM for a t-cornmerce. Inf Manage 42(7):965-976
57. Yuan Y, Head M, Du M (2003) The effects of multimedia communication on web-based negotiation. Group Decis Negot 12(2):89-109
58. Yuan Y, Turel O (2004) From usability lab testing to business market study: New dimensions. Paper presented at the CORS/INFORMS Joint international meeting, Banff, AB, Canada (May 16-21)