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The impact of computer-mediated comm...

Yang, Guang.

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The impact of computer-mediated communication on the processes and outcomes of buyer-seller negotiations.

紀錄類型:	書目-電子資源 : Monograph/item
正題名/作者:	The impact of computer-mediated communication on the processes and outcomes of buyer-seller negotiations./
作者:	Yang, Guang.
面頁冊數:	105 p.
附註:	Source: Dissertation Abstracts International, Volume: 64-01, Section: A, page: 0223.
Contained By:	Dissertation Abstracts International64-01A.
標題:	Business Administration, Marketing. -
電子資源:	http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=3078790
ISBN:	049399906X

The impact of computer-mediated communication on the processes and outcomes of buyer-seller negotiations.
Yang, Guang.

The impact of computer-mediated communication on the processes and outcomes of buyer-seller negotiations. - 105 p.

Source: Dissertation Abstracts International, Volume: 64-01, Section: A, page: 0223.

Thesis (Ph.D.)--University of California, Irvine, 2003.

This dissertation is composed of two major parts. Each part has five mini chapters. Part I examines the impact of computer-mediated communication (CMC) on the processes and outcomes of buyer-seller negotiations in the United States. Social presence theory (Short et al. 1976) was used to explain how two kinds of CMC—instant messaging (IM) and e-mail—differ from traditional face-to-face (FTF) communication in their impact on integrative and distributive bargaining strategies, negotiation time, Pareto efficiency, and joint satisfaction in buyer-seller negotiations. Negotiation simulations were conducted in three media conditions: face-to-face, IM, and e-mail conditions. Negotiation transcripts produced in these conditions were content analyzed using categories from the negotiation literature (Hyder et al. 2000). It was found that e-mail negotiators used significantly more integrative tactics than IM and FTF negotiators. IM negotiators used significantly more integrative tactics than FTF negotiators. IM Negotiators achieved higher level of Pareto efficiency and joint satisfaction than FTF negotiators. Negotiation tactics were found to mediate the effect of media condition on Pareto efficiency. This research suggests that in individualistic oriented buyer-seller negotiations, the lower level of social presence may lead to higher joint outcomes.

ISBN: 049399906XSubjects--Topical Terms:

1017573
Business Administration, Marketing.

The impact of computer-mediated communication on the processes and outcomes of buyer-seller negotiations.
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500 $a Source: Dissertation Abstracts International, Volume: 64-01, Section: A, page: 0223.
500 $a Chair: John L. Graham.
502 $a Thesis (Ph.D.)--University of California, Irvine, 2003.
520 $a This dissertation is composed of two major parts. Each part has five mini chapters. Part I examines the impact of computer-mediated communication (CMC) on the processes and outcomes of buyer-seller negotiations in the United States. Social presence theory (Short et al. 1976) was used to explain how two kinds of CMC—instant messaging (IM) and e-mail—differ from traditional face-to-face (FTF) communication in their impact on integrative and distributive bargaining strategies, negotiation time, Pareto efficiency, and joint satisfaction in buyer-seller negotiations. Negotiation simulations were conducted in three media conditions: face-to-face, IM, and e-mail conditions. Negotiation transcripts produced in these conditions were content analyzed using categories from the negotiation literature (Hyder et al. 2000). It was found that e-mail negotiators used significantly more integrative tactics than IM and FTF negotiators. IM negotiators used significantly more integrative tactics than FTF negotiators. IM Negotiators achieved higher level of Pareto efficiency and joint satisfaction than FTF negotiators. Negotiation tactics were found to mediate the effect of media condition on Pareto efficiency. This research suggests that in individualistic oriented buyer-seller negotiations, the lower level of social presence may lead to higher joint outcomes.
520 $a Part 2 examined culture's effect on the processes and outcomes of buyer-seller negotiations conducted through IM. The effects were examined by comparing Hong Kong (H.K.) Chinese intra-cultural negotiations with U.S. intra-cultural negotiations (data from Chapter 1). The high-low context of culture (Hall 1976), together with the degree of social presence of the media, were found to influence negotiation behaviors and outcomes in IM. Negotiators from high context culture (H.K.) used more distributive tactics, needed significantly longer time, and achieved lower Pareto efficiency and less joint satisfaction than negotiators from low context culture (U.S.) when negotiating through IM. Negotiation tactics were found to mediate the effect of culture on Pareto efficiency. These results suggest that the lower the salience of the context of culture, the higher the joint outcome of negotiations conducted through IM.
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