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.
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页码：141 / 155
页数：14
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