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Decision support for online group negotiation: Design, implementation, and efficacy
Abstract:
Negotiation amongst multiple parties is a pervasive aspect of social interaction. However, research on the decision support thereof has been sparse. As negotiations are increasingly conducted over computer networks, we motivate decision support for online group negotiation, present its theoretical foundation, and propose its design and implementation. We also assess its efficacy through theoretical modeling and empirical testing in which coalition formation is examined as the central process mechanism. The experimental results suggest that with the decision support, parties would engage less in coalition formation and achieve better negotiation outcomes. Both theoretical and practical implications are drawn from the study.
Keywords: Group negotiation Decision support Coalition formation Negotiation outcome E-commerce
Author(s): .
Source: Decision Support Systems 54 (2012) 362–371
Subject: تجارت الکترونیک
Category: مقاله مجله
Release Date: 2012
No of Pages: 10
Price(Tomans): 0
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