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| Author: | Mahenthiran, S. Greenberg, P. S. Greenberg, R. H. |
| Title: | The impact of computer-mediated communication on the processes and outcomes of negotiated transfer pricing |
| Journal: | Accounting, Management & Information Technologies
1993 : VOL. 3:4, p. 229-248 |
| Index terms: | COMMUNICATION TRANSFER PRICING COMPUTERS |
| Language: | eng |
| Abstract: | This paper reports the results of a laboratory experiment concerning the effects of communication medium on the process and outcomes of negotiations in a transfer pricing situation. An organizational coordination mechanism and its interactions with communication medium were also examined. Structured negotiations were communicated through written exchanges and through computerized networks where the media richness and technical system capabilities were the same in both media. The negotiation process and outcomes were both measured. The results show that communication medium does effect both the process and outcomes of negotiations, even when media richness and system capabilities are the same in both media. Computer-mediated communication took fewer rounds of negotiation to reach an agreement. |
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