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2010 | OriginalPaper | Buchkapitel

The Adoption and Use of Negotiation Systems

verfasst von : Jamshid Etezadi-Amoli

Erschienen in: Handbook of Group Decision and Negotiation

Verlag: Springer Netherlands

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Abstract

The purpose of this chapter is to introduce the literature on the adoption and use of Information Systems, consider how it applies to Negotiation Systems, and propose guidelines for modeling their adoption and use. The uniqueness of Negotiation Systems is confirmed by a general review of the difficulties of applying measures of adoption, usage, and success for Information Systems to Negotiation Systems. We provide a general discussion of the important role of affect in negotiation and the impact of incidental emotion on decision-making (see also chapter by Martinovski, this volume). The existence of a counterparty, as well as negotiation affects, means that without major modifications the models of technology acceptance that are used for Information Systems cannot be meaningful in the context of Negotiation Systems. We propose a general conceptual model for adoption of e-negotiation systems incorporating negotiation affects, and use the analysis of a large dataset to provide evidence that our model is valid (see chapters by Kersten and Lai and Schoop, this volume). We conclude by offering some recommendations and guidelines for future research in this field

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Vorheriges Kapitel Electronic Negotiations: Foundations, Systems, and Processes

Nächstes Kapitel Support of Complex Electronic Negotiations

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Titel: The Adoption and Use of Negotiation Systems
verfasst von: Jamshid Etezadi-Amoli
Verlag: Springer Netherlands
Buch: Handbook of Group Decision and Negotiation
Print ISBN: 978-90-481-9096-6

Electronic ISBN: 978-90-481-9097-3

Copyright-Jahr: 2010
DOI: https://doi.org/10.1007/978-90-481-9097-3_23

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