User Acceptance of Web-Based Negotiation Support Systems: The Role of Perceived Intention of the Negotiating Partner to Negotiate Online

被引：0
作者：
Ofir Turel
Yufei Yuan
机构：
[1] Mcmaster University,
来源：
Group Decision and Negotiation | 2007年 / 16卷
关键词：
Online negotiation; Dispute resolution; Negotiation Support Systems; Technology acceptance; Critical mass; Perceived intention of the other party;
D O I：
暂无
中图分类号：
学科分类号：
摘要：
With the rapid growth of web-based services and global trade, there is some commercial potential for web-based Negotiation Support Services (WNSS). This market potential, however, is somewhat untapped. While previous studies had examined WNSS adoption by individual decision makers, this situation is not fully realistic, as the conformity of all negotiating partners is required for web-based negotiation to happen. Therefore, this study extends the technology acceptance model for the context of e-negotiation through the inclusion of perceptions regarding the intention of the negotiating partner to use WNSS (i.e., perceived intentions). An empirical investigation, based on phone interviews with potential users, supports the research model. The perceived intention of the negotiating partner to agree to use WNSS was found to have significant positive effect on individuals’ acceptance of WNSS and its antecedents. Adding this construct into WNSS acceptance theory advances our understanding of WNSS adoption and provides important insights for scholars and practitioners.
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页码：451 / 468
页数：17
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