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

被引：0
作者：
Ofir Turel
Yufei Yuan
机构：
[1] California State University,The College of Business and Economics
[2] Fullerton,DeGroote School of Business
[3] McMaster University,undefined
来源：
Group Decision and Negotiation | 2008年 / 17卷
关键词：
E-negotiation; Online negotiations; Negotiation support systems; Negotiation; Trust; Technology adoption;
D O I：
暂无
中图分类号：
学科分类号：
摘要：
Trust in the context of e-negotiation is a multifaceted cognition about various trustees, including the e-negotiation website, the e-negotiation service provider, the other negotiator, and the neutral third party (if it exists). This set of trust cognitions is important because it can facilitate the adoption of e-negotiation services. As such, this manuscript presents a review of relevant trust-related literature streams, and integrates them into two models: (1) trust relations in e-negotiations, and (2) potential effects of trust assessments on the adoption of e-negotiation services. The trust relations model identifies and distinguishes between various facets of trust that are relevant in e-negotiations. This model facilitates a clear conceptualization and communication of trust issues in e-negotiation research. The trust effects model conceptualizes the roles of the different trust facets in predicting e-negotiation adoption behavior. Overall, these theory-based models advance the field and can serve as the basis for future investigations of trust in e-negotiations.
引用
收藏
页码：141 / 155
页数：14
相关论文
共 94 条
[1]  
Bafoutsou G(2002)Review of functional classification of collaborative systems Int J Inf Manage 22 281-305
[2]  
Mentzas G(1999)Trust expectations, information sharing, climate of trust, and negotiation effectiveness and efficiency Group Organ Manage 24 217-238
[3]  
Butler JK(2003)On-line trust: concepts, evolving themes, a model Int J Hum Comput Stud 58 737-758
[4]  
Corritore CL(1990)Relationship Quality in Services Selling—an Interpersonal Influence Perspective J Mark 54 68-81
[5]  
Kracher B(1997)An examination of the nature of trust in buyer-seller relationships J Mark 61 35-51
[6]  
Wiedenbeck S(2000)Rapport in conflict resolution: accounting for how face-to-face contact fosters mutual cooperation in mixed-motive conflicts J Exp Soc Psychol 36 26-50
[7]  
Crosby LA(2003)Trust and TAM in online shopping: an integrated model MIS Q 27 51-90
[8]  
Evans KR(2005)The effect of web site perceptions on initial trust in the owner company Int J E Commer 10 55-81
[9]  
Cowles D(2002)On the concept of trust Decis Support Syst 33 225-232
[10]  
Doney PM(1997)Driver acceptance of unreliable traffic information in familiar and unfamiliar settings Hum Factors 39 164-176
12345678910